How to Negotiate an Increase
Negotiating an increase is a necessary evil if you want to earn what you deserve, or simply want a higher salary. The economic downturn that started in 2008 has caused companies to reduce salary increases and has made negotiating a raise a challenge. According to Hewitt Associates, a compensation consulting company, 2009 was the worst year for salary increases in 33 years. However, the same report predicted a slight recovery in 2010.
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Instructions
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Research your worth in the job market. Before negotiating a raise, know the going price for someone with your skills and experience. Contact competing companies in your industry, use job-search websites, check job advertisements or contact an employment agency.
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Work harder, giving your employer value. Become indispensable and provide quality work to your employer, and she will be happier to give you a raise. Take on new responsibilities and show your commitment to the company before you ask.
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Speak assertively, not aggressively. No matter how indispensable you think you are, or how much you deserve the raise, don't use threats. This way you will not lose face if you are denied the increase.
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Include the objections or excuses your boss might have for not giving you a raise in your initial request. By anticipating the objections, you strengthen your bargaining position. However, do not overdo it or you might provide your boss with arguments to use against you.
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Ask for a specific raise within a certain time frame. Open-ended agreements for a raise drag on forever without ever happening. Be specific, be bold and ask for a reply within a certain time.
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Use performance as leverage when asking for an increase. Mention specific achievements and point out the profits your work has brought to the company. Whining about how many years you have been in the company without a raise or how the cost of living has gone up will not work. Take a file with documentation that provides solid proof of your work's value.
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Ask for other benefits besides a salary increase. There are other ways of getting a raise. Ask for a car allowance, more holidays, grants for further education, better health insurance or other perks.
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Tips & Warnings
Practice in front of the mirror or with friends. Role play helps you relax and anticipate better the objections your boss might make.
Be direct but tactful. Don't hover around the subject. Be clear and assertive.
Ask for more than you think you can get, so you can negotiate down to a raise you can live with.
Don't give ultimatums or threats (however veiled). Most employers hate employees who blackmail them into a raise. Instead, be positive. Prove why you deserve the raise.
References
Resources
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