A negotiation is a conversation between two parties looking to agree. Therefore, a salary negotiation is about agreeing to a number. Asking for a raise or negotiating a new salary for a different role doesn’t have to be stressful. You can successfully navigate the conversation and get what you want by following a few simple steps.
PLAN – Have a plan walking in to the negotiation. Walk in asking for more then you want – within reason because you want to be taken seriously – and settle for what you deserve. Often times we wait for the company to notice our hard work, instead of asking for the rewards that come with our hard work. Your PLAN should include your "salary ask" and "why you deserve the increase".
PREPARATION – Be prepared to have the conversation, just don’t walk in and try and wing it. Walk in with FACTS to support your position. To support your "salary ask" you should be ready to talk about your value, what you've accomplished, and what the industry standard is for your role. For help with putting together information check out salary surveys in your area. There are a couple of good places to look for salary information: www.salary.com or www.glassdoor.com. For accomplishments, have a list ready to talk about what you’ve done since your last increase in salary. Depending on how your company is structured, have references you can use as examples and, if you can, include the names of executive leadership that will openly support you when asked.
PRESENTATION - Walk in calm and logical. Negotiations are not emotional conversations, they are logical. You should never walk into a negotiation feeling desperate or issuing ultimatums. Remember you have prepared for the conversation, there are solid reasons including 3rd party evidence (salary quotes and references) of why you should get the increase, and you deserve to be rewarded for your hard work.
EMBRACE the fear or get EXCITED! Ever notice fear and excitement physically feel alike?...jittery, nervous, stomach turning. The real difference is the emotion we assign to the physical feeling. Fear is Negative or Excitement is Positive. In negotiation focus on the excitement of winning and the benefits you will receive.
A few REMINDERS, negotiation conversations vary because of circumstances. It’s important to be ready to zig-zag as needed. It's important to remember your audience, speak in a way that communicates most effectively, use positive words and phrases, maintain an enthusiastic tone and open body language.
DON’T FALTER – if you feel yourself getting emotional – take a breath. Re-focus by making a statement or asking a question. Examples are “you make a good point let me think about it for a minute” or “why does that apply in this situation?”. The point is to give yourself a moment to regroup. Once you calm down you can rephrase your position and move forward in the conversation.
CONCESSIONS – conceding a point is not a weakness, it’s a willingness to understand the possibilities and consider other options to create a win. BESIDES salary there are other things you can ask for like increased time off, coverage of expenses, work from home, benefits, education reimbursement, and more.
DON’T SELL YOURSELF SHORT, DO REMEMBER YOU DESERVE IT!
