DEVELOPMENT understand whether your request is above or in line with the market .
Know their needs Seek to understand the other people involved – their operating style , agenda , needs and what they care about . The more you know those involved , the more significant insights you ’ ll have into what they are likely to support or reject . When you make the request , state your wants objectively and in a way that will resonate with your boss or whoever you are negotiating with . Make sure to also explain how this will benefit the organisation .
Asking for a payrise ?
Michelle Gibbings has all the insight you need to make sure you get what you deserve
THE EXPERT
Michelle Gibbings is a workplace expert . She is the author of ‘ Step Up : How to Build Your Influence at Work ’, ‘ Career Leap : How to Reinvent and Liberate your Career ’ and the new book ‘ Bad Boss : What to do if you work for one , manage one or are one ’.
The employment market is in positive territory and whether you call it the great resignation , reshuffle or realignment , there are many opportunities – including negotiating a pay rise …
Of course , it is something most people dread but remember that when you shy away from negotiating , you are walking away from potential upsides – increased pay , more flexible working hours and other employment benefits . Knowing how to ask for what you want is critical and with some planning and strategising , asking the question doesn ’ t need to be complicated . Let ’ s get started …
Pick your timing Most organisations have performance and pay review cycles , and it helps to know how that process works . First , ask before budgets for the new financial year are locked in . Secondly , pick a time when your boss is more likely to be receptive , rather than tired , stressed or distracted . And pick a time that works for you . Negotiating is mentally taxing , and your mind will be pushed and pulled in many directions . Going into the discussion when you are tired or stressed risks you being less equipped to manage it .
Build your case Be clear on the value you bring to your role and how you demonstrate it . Use evidence and data to explain why you deserve a pay rise . You want to be reasonable with your request so find out the going rates in the industry . That way , you ’ ll
Consider your trade-offs Be prepared to consider the options available . What matters the most to you ? What might you be willing to give up as part of the negotiation process ? For example , you may be willing to trade time for money or money for more holidays .
Get on the front foot Research shows we don ’ t like people who initiate negotiations for higher pay . One way to address it is to get on the front foot . Walk into the negotiation and say : “ I want to say upfront that I ’ m going to negotiate for this pay rise , and the research shows that because I do this , you ’ re going to like me less when I do .” Let that sink in for a minute then move into the negotiation .
Think about the steps How might the negotiation process unfold ? What may be required to secure an agreement ? Think about each of these steps in advance of the discussion . Running through possible scenarios and outcomes will enable you to respond better as issues or objections are raised during the discussion .
Don ’ t ask – don ’ t get Often in life , we hold back expressing our needs as we worry about the other person ’ s reaction . When you think about it , what ’ s the worst thing that could happen if you ask for a pay rise ? They say no . Don ’ t let fear hold you back . On that note , if it ’ s a no , find out what would need to change for their response to change . Do they need to see more contributions or have more budget ? If they have no intention of ever considering a pay rise , you ’ ll want to assess alternative options – often the best way to get a pay rise is shifting roles .
Slow down If you find your mind racing during the negotiation , focus on breathing and breathing deeply . This helps your nerves relax and your heart rate to slow , making it easier to reflect and respond calmly . S
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60 Executive PA | Summer Issue 2023