Here are 5 things you can do at your next salary negotiation to improve likelihood of success:
- Sound definite, do not upwards inflect at the end of sentences. Tone of voice is an underused tool by many, and in this meeting it’s important when you give your number or make references to your background, that the tone goes down, not up at the end.You are making a comment after all, not asking a question. “I’m asking for a salary of £30,000” is better than “I’m asking for a salary of £30,000???”. “I’ve taken on several additional duties recently.” Is better than “I’ve taken on several additional duties... recently???”
- Be clear on what you will do. The key thing here is to give the request context. Companies rarely give increases for no reason though it can happen. Accepting wider duties at work, or referencing recent expansions to your role, being available to the business more, or referencing the business you’ve brought in, are tangible things the company can use to justify the increase.
- Listen more than speak. In a negotiation I find it’s important to not over-talk and where possible, let the other individual fill the silence. Any extra words like “roughly” Or “or thereabouts” can knock down the impact of what you are saying. Also chances are you’ll be nervous, so chose what you are going to say, make your pitch and then wait to hear what gets said.
- Have a bottom line and stick to it. You will be flexible around what increase you’ll accept, everyone knows this, however decide ahead what this number needs to be for you to come away satisfied.
- Time the request well. First of all, be performing well in your role. Then, look around you - if the company has just announced some new deals or decent profits, you will likely find the purse strings are looser. Equally if there’s a ban on business travel and a hiring freeze chances are it’s a bad moment to request a raise.