Negotiating pay is a touchy situation. In many negotiations, you make your deal and never see the person again. In salary negotiations, you continue to work with the person on a daily basis.
Because negotiating salary involves people with whom you have an ongoing relationship, it is important to balance your desire for compensation with the need to maintain a pleasant work environment.
Consider the following when it comes to salary negotiation skills:
1. Throughout the salary negotiation process, remember you're both on the same team.
2. Use salary negotiation techniques, but remember that there is only a certain amount of money available.
3. A successful salary negotiation depends on more than your job description and length of employment.
Action Steps
The best contacts and resources to help you get it done
Improve your presentation and communication skills before negotiating salary
Salary negotiation skills must be developed, and include the ability to calmly explain your accomplishments, mention any projects you have worked on that were particularly successful, and one of the most important salary negotiation tips, point out what you have done for the company to increase its revenue.
I recommend: New Conversations offers open source materials for improving your communication skills. Visit
MindTools to polish your presentation skills.
Treat salary negotiation as any other job skill
Effective salary negotiation is an important part of any job. Effectively negotiating for salary can increase your lifetime earnings tremendously. Salary negotiation techniques are important not only when starting a new job, but during annual reviews and when applying for new positions within a company.
I recommend: Karrass offers courses that teach salary negotiation skills. Another company,
Career Protection, offers consultations from human resource experts, who help to guide your salary negotiation process.
Expect salary negotiation procedures as part of the work environment
Many of us are uncomfortable talking about pay, but it is unavoidable during salary negotiations. When you are negotiating pay it is helpful to remember that your supervisor expects a back-and-forth dialog. You may be tempted to procrastinate when it comes to your salary negotiation, but the danger of waiting too long is that you may become stagnant in a position, which reduces your negotiating power. Wait until you receive a job offer to discuss salary, and let your employer make you an initial offer. Know what the average salary is for your position, as well as your value to the company. Finally, complete salary negotiations before negotiating benefits or other types of compensation.
I recommend: The
US Department of Labor provides research on salary based on occupation and location. Take time to review the
Noel Smith-Winkle Negotiation Method, a proven method of successful negotiation. Think you are ready? Take the
S.A.B. negotiating test to determine where your salary negotiation skills may fall short.
Tips & Tactics
Helpful advice for making the most of this Guide
- Some salary negotiation tips, such as threatening to resign, can easily backfire. It is better to provide a strong argument for increased compensation, and, if you are not satisfied with the result, quietly consider looking for a different job.
- Compensation negotiation is a learned skill. To effectively argue your case, outline the strengths you add to the company; do not compare your job or duties to other employees.
- If you are not happy with the compensation package you receive, follow up with a letter to your supervisor, asking for specific changes that you can implement to receive a more lucrative compensation package in the future.
- Ask for your salary offer in writing. A salary negotiation letter provides written documentation of the agreement reached between you and your employer.
- Don't be afraid to ask for more than you expect to receive. It is a common salary negotiation strategy, and you cheat yourself by setting your sights too low.
The official source of Salary Negotiation is the Salary Negotiation page at Business.com
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