Negotiate Achievement and Salary: Tips for the Chief Discussion [17 Checklists]
// By Simone Janson
Dealing with your supervisor requires a certain amount of intuition: on the one hand, this decides on your career advancement - so you should be fine with it. On the other hand, you must also express your opinion to your boss, prove your competences and at the same time not put up with everything.
How to Lead a Successful Salary Negotiation
Herr D. leistet viel für sein Unternehmen und seine Ausgaben steigen und steigen. Bislang hat Herr D. immer gewartet, bis der richtige Zeitpunkt komm, mal zu fragen, ob "auch mehr Geld drin wäre" - denn der Chef jammert unentwegt über die schlechte wirtschaftliche Lage. Doch das soll sich nun ändern, denn als qualifizierter Mitarbeiter will er seine Leistung auch entsprechend entlohnt sehen.
It is therefore a mistake to wait modestly. On the contrary, if you want to emphasize your skills, especially in a difficult economic situation, you should demand more salary for all 18 to 24 months - which costs more is worth more! But: the sound makes the music. Rhetorical skills are required to optimally convey your arguments, especially with regard to this sensitive topic. Compose a perfect score for the salary talk!
Find the appropriate arguments
However, Mr. D. does not want to run the salary interview unprepared, but plans it exactly. It would also be wrong to argue with his personal reasons, because the boss does not care that Mr. D. still has to pay off the installments for the house and buy a new car. He has to find better arguments.
Again, your higher expenses are not a good argument. Then you better create a piggy bank.
Who achieves something is worth something
Anyone who does something brings the company and thus the boss direct benefits. And that is a very excellent argument. So that the boss realizes how he benefits from your work, you have to make that clear to him.
List your successes - the sooner you start, the better. This also strengthens your self-confidence for the negotiation. But do even more: Create success through above-average commitment: For example, bring in new ideas or take on more responsibility on your own.
Checklist: How to keep your success diary
Find the right argument: Keep a Success Diary! The planning for the interview starts long before - with a diary in which you record all successes. Important: Be as specific as possible, because "I have gained new customers" is a bit meager.
- You have gained new customers: How many new customers and what sales volume? Who are the new customers? How did you convince them?
- You have contributed to the cost reduction: in what way? What is the amount that saves the company? Name as exact numbers as possible!
- You have stimulated and successfully implemented improvements in the business process: how did you come up with the idea? What concrete improvements have been achieved? How exactly does this affect the work?
- You have further education: Can you work better and more effectively? How exactly does that affect your work? Can you prove that in numbers?
- You have taken on more responsibility or new responsibilities: Why is your workforce needed there? What advantage does the company have? Can this be quantified exactly?
The best time for a boss conversation
When does it fit, when is the best time to salary? That's when you have the best arguments, for example after a project has been successfully completed or when the last salary increase is already a while back.
But even in good economic conditions, when the boss just returned in good spirits from vacation or was just successful, is a psychologically good time. If that's not the case, you'd better keep writing your success diary.
How much can you ask for?
Before the conversation, it is important to determine how much your claim is maximum and which amount can not be undercut. With a degree of flexibility, you are flexible. This gives you a secure position in the negotiation and respect of your boss. Wicht: Do not sell yourself under value, but make no unrealistic demands.
Mr. D. first informs his professional association about comparative salaries in his position. Then he researches the economic situation of his company by studying the balance sheets, attentively studying the employee magazine and conversing with colleagues. This gives him a clear picture of how much he can demand. In addition, he makes a list of monetary alternatives that he can offer his boss instead of the salary increase.
Checklist: Use salary alternatives
Salary alternatives can be a good alternative: Maybe you can also use the smart company scales privately? These are possible salary alternatives:
- capital accumulation benefits
- Contributions to pension schemes
- Profit sharing or stock options
- Further developments
- Company car also for private use or a share of travel expenses - also for bus and train (eg Jobticket or Bahncard)
- The private use of the service cell phone
- A childcare allowance or other family services (such as a cleaning lady)
- A special leave or a longer break (sabbatical)
This is how the conversation becomes a success
The entry: Do not fall straight into the house with the door! "I want more money" - if Mr. D. begins the conversation like this, he can immediately forget it because the boss then immediately turn to resistance.
Better: Ask the boss for a discussion about their development and perspectives in the company: "I would like to talk to you about my development." If you declare your willingness to take on new tasks right from the start, you are committed, but it does It is clear that it will also be about money.
The do's
- Practice the conversation at home.
- Gather all the important information.
- Wait for the right time.
- Stay calm and relaxed.
- Make your demands clear, but be flexible.
- Show that you are seeking the best solution for both sides.
The don'ts
- Do not be too rash: salary negotiation is like a sales pitch - except that the buyer does not actually want to buy.
- Give a clear sum, no margins - then you must always negotiate at the lower limit.
- Do not expect stubbornly that your demands will be fulfilled in full.
- Do not give up right now: rather ask what is expected of you to reach your salary goal. Try again and again: Steady drops hollow the stone.
- Even if it does not work out with the salary increase: Do not look jealous on others. There will always be someone who earns more.
Argue with numbers and facts
Then present your achievements that underpin facts and figures. Always remember the benefits for the company. For example, "I gained X new customers last year, boosting the company's profits by 50%."
Then try to gain the approval of your boss. This is best done with a suggestive question: "Do you agree with me that my work is therefore very important for the company?" If he agrees with you now, your boss can not shake your claim afterwards by devaluing your performance.
Performance and money should balance each other
Only now do you formulate your demand as concrete as possible. Name a clear number. Example: "Due to my commitment in recent months, I consider a salary increase of ... ? to be appropriate." Provide a plausible explanation for this sum at this time. Choose the amount so you have some room left. Therefore, do not enter a margin - your boss will always start from the lowest amount.
Now the actual bargaining starts, because your boss will not jump in the air with enthusiasm. On the contrary, in seminars, bosses even learn to reject the salary requirements of their employees, and many of them almost automatically reject it.
Boss objections and counter arguments counter
They should pursue common goals. That's really important: keep track of what you're doing, but also focus on the boss. Make it clear that you only want the best for the company in your mutual interest: "I have already achieved a lot for the company by gaining new customers.
And I want to get involved even more. I'm sure I'll be even more successful if I'm even better motivated by an additional financial incentive - what do you think? "
Checklist: Correctly interpret your boss's gestures and facial expressions
In order to be successful in negotiating, it is important that you anticipate how your boss will respond. Judge the facial expression of your boss correctly. Therefore, pay attention to his physical warning signals and then react:
- Your boss presses his lips together, lowers his head or clenches his fists - you go (temporarily to another aspect where you can quickly find a common ground again: "Can we agree that ..."
- Your boss raises his eyebrows or raises his palms - you clarify the situation with a question: "Your facial expression indicates that you do not quite agree with my remarks. Which point bothers you exactly? "
- Your boss rolls his eyes or plays with things - you bring your boss back to the conversation by asking him for his opinion or suggestion: "How do you assess the possibilities my new project offers for the company?"
Respond to counter arguments
A salary increase is not a gift. Find a compromise together. Always take the boss's arguments into account: repeat them briefly. By asking, you show interest and make...
