Negotiation are not a confrontation. There is nothing to fear. But if you are looking at getting that pay raise, new job or promotion why not to prepare like a pro?
If you are trying to get pay raise, the advise is to research the salary for your position in the industry. Once this is done, you have a number to present to your boss. But, wait a minute. Do not go straight to him or her! Prepare first.
Make notes and organise your thoughts. Think about how much you are bringing to the organisation. Think about the value you create. You may look at your education, training you have undertaken, years of experience and any specific skills that are very helpful.
If it is a promotion, list your goals and targets reached, your achievements and accomplishments. You may also point out your relationships with colleagues, your help to them and your relationships with customers and clients.
It is very helpful to practice your speech. This will help you to remember the reasons why you deserve the job, pay rise or promotion. You may also impress your boss and prepare a presentation to make your point.
One important step covered.
Now, you need to be ready for your boss or recruiter to negotiate from what you have offered. Therefore, you should ask for the highest range possible. Even, forget about the range. Say the number! Always, ask for the higher rate of the industry range.
One important thing to know, is that we should not wait for the appraisal to ask for a raise. Imagine the managers will have many people asking for the same, and there may not be enough in the budget for your rates.
You also want to pick the right time to schedule a meeting with you. Try to check and see to whether the boss or company have a very important project they are working on. Sometimes its better to let them finish it. If you are part of the project, it may help you with standing your ground with the accomplishments.
Did you know that people are most open to negotiation on Thursday or Friday? It is because they want to finish the work before the end of the week. You may consider this when you ask for the meeting.
When you walk into the negotiation meeting, stand straight with your chin parallel to the floor with a smile and positive attitude. Negative posture and tone will not help you with anything!
Do not start talking directly about the salary you are trying to negotiate. Say something positive about the day, team or project first. Tell your manager that you are enjoying working for the company. Mention that you came to talk about pay rise or promotion. But again, before going directly into it, talk about your accomplishments. State your case. Than, talk about your next steps within the company. Talk about what goals you have set to accomplish within next months, quarter or the year. You may also mention your personal circumstances, for example you are buying a new car or need to pay off a student loan.
Whoever called the meeting, should put the numbers on the table first. If that was you, ask for more than you want, so that you have some room for bargaining. Listen to everything the other person is saying. If they are giving you the reasons why the organisation is not able to give you a raise just yet, do not persist on it. Perhaps you can suggest to revisit the meeting in few moths time. Or perhaps you are happy with a new work title for the time being.
If the person is offering lower salary than you have stated, say that you were hoping based on your work performance to have the salary you are asking for. Never threat to leave as it will put you in a very bad light.
If the negotiation is happening over e-mail you may want to follow the same process. Remember to keep the e-mail tone friendly. It is very easy to misjudge someones intentions if you are not talking face to face.
If the answer is no, do not be afraid to ask why. Try to keep the conversation in a friendly and positive manner. Ask whether it is possible to revisit within next months. Do not be visibly disappointed and negative.
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