DO: Research properly
Go to a salary comparison website or talk to a recruitment agency or your Human Resources department (HR) to find out the kind of pay your job should be getting. You need hard evidence to back your pay rise – targets reached, outputs achieved.. Remember, it’s surprising how little the person who decides your salary, especially in a big organisation, may know about what you do.
DO: Pick a good time
Choose a moment when everyone is in a good mood say, after the (successful) completion of a project. Find out when your company plans its budget, so you can be sure you aren’t asking for the impossible.
DON’T: Ask for a pay rise too quickly
If your last salary increase was within the last year or you are new to the job, you are going to have to come up with some pretty good reasons why you need another so soon.
DO: Make sure you are in the right pay grade
Increasingly employers are structuring their pay into bands, reducing the need for individual negotiations. For employers it can be very useful to have a structure. If you don’t and you start paying different people different amounts for doing the same job, an employer will find themselves in trouble.
DON’T: Ask for something outside your pay grade
However you can still be curious about your pay grade. There might be a mistake, or there might be a good reason why you should be at a different level from the one you’re in.
Although pay bands may limit how much you can ask for, they do have advantages: There can still be a wide range of movement within a pay band, It’s actually quite useful as it provides a framework for negotiations and gives you benchmarks you can measure yourself against.
DO: Be confident
The Monster website advises employees to “sit up straight, make eye contact with your boss. Confidence is key in this conversation, so speak slowly and deliberately, and use hand gestures to reinforce your points if this is your natural style.”
DON’T: Fidget, giggle nervously or allow your gaze to wander around the room or cover your mouth while speaking
Monster says this all suggests to the person on the other side of the desk that you are uncomfortable or insecure about what you’re asking for. It also says you should try not to fill in any silences or go off on a ramble. Just wait for a response and put the onus onto your manager to respond.
DO: Ask for an exact sum
Research at Columbia Business School finds that asking for a specific and precise salary works better than a rounded up figure. The researchers placed “negotiators” in scenarios such as buying jewellery or negotiating the sale of a used car. Some made precise offers, other made rounded up offers. Overall people offering a precise amount were seen to be more informed about the true value of the item for sale. One of the authors of the 2013 report, Professor Malia Mason, said: “The practical application of these findings — signalling that you are informed and using a precise number — can be used in any negotiation situation to imply you’ve done your homework,”
DON’T: Be vague
“Negotiators should remember that in this case, zeros really do add nothing to the bargaining table,” said Professor Mason. But bear in mind if you ask for a £1,245.25 pay rise you may have to explain what’s so important about the 25p – or the £245.
DON’T: Give up
If the employer does not want to give you more money now and they don’t think that’s your value, ask what will increase your value and what you have to do. That sort of feedback is very useful indeed and lays the groundwork for the next discussion.