SUCCESSFULLY NEGOTIATING FOR A RAISE
In today's still unstable job market, it may seem even more
challenging than ever to successfully negotiate for a salary
increase. Remember, however, that while many organizations have
been running lean and many managers and their teams have been
forced to do more with less for a long time now, savvy
organizations are beginning to focus on retention efforts for
when the expected upturn in the economy does occur. This means
that there will be a concerted effort to hold onto their key
talent. The important thing to remember when asking for a raise
is to be prepared. The best approach is to plan very carefully
for any objections you might encounter, so if you go in from a
position of strength and confidence and make up your mind that
no matter what, you won't come backed empty-handed, the fear of
being told no will be eliminated. In this spirit, here are four
tips for successfully negotiating for a raise: Identify
three of your strongest accomplishments within the organization
or areas in which you took on extra responsibility. State
clearly, 'I would like a raise of'' which will then open
negotiations. Keep in mind, however, that it is not a good idea
to suggest a raise without knowing the salary range for your
position, industry and level of experience. Do your homework and
be aware of your company's policy on raises before you begin.
Practice with someone else. Having someone play the
devil's advocate will prepare you to think on your feet and
anticipate any objections you might encounter so you can have
your responses prepared. For example, if you are told that the
company can't afford to give out any raises at that time you
might point out ways that you already have or plan to save the
organization money'and then ask when you can expect the raise
freeze to thaw. If you are still turned down, ask how you
might improve in asking for a raise in the future. This ensures
that even if you are turned down the first time, you are still
gaining from having made the request. Remember that there
are other forms of compensation other than money that can be
negotiated for. Look into other options like flex time, career
development, coaching and educational opportunities, which can
further your career and increase your future contribution to
your organization. Some things to avoid include acting entitled
to the raise before making your case and threatening to quit
unless that is truly your intention'threats usually backfire and
it is much smarter to come from a position of strength and
honesty when negotiating.
About the author:
Jay is the senior vice president and general manager of leading
career services company Lee Hecht Harrison's Cincinnati and
Dayton, OH offices. Lee Hecht Harrison is the leading global
career services company specializing in providing outplacement,
leadership development/coaching and career development services.
Its focus is helping organizations and their employees deal with
career transitions, career management and the effect of change
on careers, work and employability.
Author: Garth Jay