You are here
Successful salary negotiation
04 July 2017
To obtain a pay rise, employees must be well prepared, develop a strategy, work with rhetorical tricks, and pay attention to their own body language. In addition to the desired salary, one must also give consideration to possible additional benefits, such as more holiday days or a company car. The following advice helps.
How to prepare for your salary negotiation
What is your current base pay? Are there flexible portions such as commissions or bonuses? Is overtime paid out and are further education opportunities paid for? The next question concerns your desired salary and a realistic estimation of options. Former fellow students in the same field as well as the works council are great contact points. You also need arguments for a pay rise. Emphasise factors that go above and beyond expectations. What examples of your performance justify a better salary? What has changed with regard to your abilities and competency since your last salary negotiation? Those who have a good chance of getting their pay rise are those who have, for example:
- brought in an important new customer.
- taken on more responsibilities.
- had a positive effect on a company's increase in revenues.
- trained and studied in an important field.
- learned a relevant foreign language.
- realised successful optimisations and savings.
Mistakes to avoid
Avoid poor arguments for a successful salary negotiation. Complaining about your current family situation or increased prices should not be part of the negotiation. Comparisons to other colleagues and other companies are also not appropriate. It is very important to have a concrete goal in mind. Your minimum goal and desired goal must be clear, otherwise the salary negotiation will quickly stall.
Rhetoric and salary negotiations: how to convince your boss
There is no secret recipe for a successful pay rise, but the following tips help nevertheless:
- Focus your arguments on your supervisor's personality. Is he or she a team player, or does your boss value hierarchies? Let your boss direct the conversation if he or she finds hierarchies to be important.
- Run through the arguments with a friend and learn how to give concrete answers.
- Start with small talk: ideally the conversation begins with a few niceties to create a comfortable environment.
- The conversation begins with your arguments regarding why a pay rise is appropriate. Concrete numbers come later.
An analysis of company values is also helpful. If customer satisfaction is one of the company's most important objectives, then it is necessary to refer to regular customers you have acquired. If constant improvement is part of the company philosophy, then improvements you have achieved are great arguments.
The right body language and flexibility
Those worth their salary emphasise their worth with a confident posture and positive vibes. Sit comfortably and upright, maintain eye contact, and breathe into your stomach. Use your hands to support what you say, and your tone and language should be calm, friendly and clear. Flexibility regarding your pay rise significantly increases your chances. The more options that come into question, the more likely it is that your salary negotiations will have a successful conclusion. In addition to your fixed monthly salary, you many also be interested in additional benefits such as a company car, the payment of child care costs, and much more.