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Salary Negotiation

You haven't had a salary increase for some time, you have been working in the organization for some years and you have grown considerably or others in your profession deserve more than you. Anyway, you think it's time that you get a better salary. Many people find it scary to start with their boss. But with the right preparation, some game insight and a smart strategy you'll keep your nerves in control.

Prepare yourself well

A successful salary interview starts with a thorough preparation. In your preparation it's important that you can argue why you have earned a salary increase.
- Determine your market value. Find out what a typical salary for your position and your work experience is, both inside and outside your company. You can enter a payroll on the internet, but you can also consult your network of colleagues, friends, acquaintances and family members. You can also search in job advertisements with similar functions or ask the sector or trade union for information. Your value is also determined by the extent to which you're replaceable. An account manager who collects many new customers each year will be more valuable to an organization than an account manager who only recruits two or three new customers. Also your position on the labor marketplays a role. Is there a lot of demand for people like you? Or is it: for you ten others?
- Determine your minimum requirement. Negotiating with the wish that you would like to earn 'more than now' is not very concrete and will most likely not lead to the desired effect either. Concrete requirements are: a 10 percent higher gross monthly wage, a company car with a minimum catalog value of $ 17,000 or a monthly telephone fee of $ 150. Determine what your minimum requirement is and then go a bit higher, so that there is still something to negotiate. Keep it real.
- Determine your change. This doesn't only have to be salary, but can also relate to secondary conditions of employment, such as extra holidays, a laptop, a mobile telephone or a training course at the expense of the case.

After you have mapped your market value and your requirements, you can think about the way in which you want to discuss the conversation with your boss and which tactics you want to use during the interview.

Take initiative

It will not soon happen that an employer offers a higher salary in the interim. If you believe that you're entitled to it, then you'll have to take the first step yourself. Because if you don't know how you think about the remuneration, the other person will assume that you're very satisfied. If you're scary to start over, you can consider waiting for your career, performance or appraisal interview. A positive assessment gives you a good opportunity to start a salary increase. If you ask for a call, never start with threats. Don't negotiate already.

As far as day and time are concerned, you can assess yourself the best when your boss is well-muted. Usually Monday morning isn't a good time for such conversations.

Choose a strategy

Don't just think about yourself, but specially about the person you're going to negotiate with. Is this your supervisor or someone from P & O? Or both? Try to make an estimate in advance of the negotiation style and tactics of your conversation partner (s). Make sure that your arguments match his interests and objectives. You can practice the conversation with a friend who plays your boss.

The following questions can help you determine your strategy:
- What is important to me (more salary or training)?
- What will I suggest?
- Which concessions can I do?
- Which strategy can I best follow?
- Which arguments do I want and can I argue?
- Which objections do I expect?
- How do I counter these?
- What do I know about my conversation partner (s)?
- What is his or her negotiation style?
- Is he / she a 'business' or 'personal' negotiator?
- Who holds the power?

The conversation itself

For many people, the conversation is a reason to wake up the night before. Even if you find the conversation screeching, the clumsy thing you can do is to say 'yes' to an offer too quickly.

Don't twist around the hot knit. Accept that your boss is temporarily your opponent. Come straight to the point, but in a friendly tone. A salary negotiation preferably takes place in a friendly atmosphere. Put the arguments that you have gathered in your preparation and that you have learned by heart. Speak for example about your market value: you know how someone with your education and experience is honored. This way you show your boss that you have done your homework and that you know what you're talking about.

Your employer may immediately fall for your arguments, but it's more likely that you have to negotiate some or all of the points. How do you proceed?
- Listen carefully. Good negotiators are good listeners. Listen carefully to the counter arguments of your boss and take notes. Ask open questions and if something isn't clear to you, ask yourself. This is specially important if you're fobbed off with dead people like 'Sorry, but according to the CLA I can't give you in the meantime'. You can answer such a question with: "Then I suggest that the increase be introduced at the beginning of the following year. I would now like to receive training at the expense of the case. "
- Be confident and assertive. Your boss will probably not immediately jump up and pull his wallet if you ask him for storage. Usually there is discussion about what you ask for. Don't let yourself get out of the field, it's part of the game that's called bargaining. Make sure you have regular eye contact, so you make a stronger impression than if you keep looking at the ground.
- Take your time. If your boss comes up with a proposal, take some time to think. it's not bad if there is a silence now and then. If you really don't get out, it's your creativityto be adressed. Imagine: your boss can't really give you an increase because there is no financial space at the moment. You can then keep your paws steady and stick to your requirement of a wage increase at the beginning of the next month. You can also propose to enter the increase half a year later. It's important that you strive for a win-win situation. Finally, you'll have to continue with each other. If the negotiations really start, then make a new appointment. That has two advantages: you don't tire yourself with the same arguments and you give yourself the time to look for creative solutions.
- Don't threaten. Never threaten to resign if you don't get your sentence, even if you already have a job with another employer. Employers don't like to be blackmailed or played off against each other. Even if you manage to negotiate better terms and conditions and decide to stay, the relationship with your supervisor can be significantly disrupted.

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