Quit your Job & Succeed

Negotiate benefits and salary: Tips for the boss conversation [17 times checklist]
// 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

Mr. D. does a lot for his company and his expenses rise and rise. So far, Mr. D. has always waited until the right time comes to ask if "there would also be more money" - because the boss is constantly moaning about the bad economic situation. But that should change now, because as a qualified employee he wants to see his performance rewarded accordingly.

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! Planning for the interview begins long before - with a diary in which you record all the successes. Important: Be as specific as possible because "I have won new customers" is a bit thin.

• 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 start: don't fall into the house with the door! "I want more money" - if Mr. D. starts the conversation like this, he can immediately forget it because the boss will immediately switch to resistance.

Better: ask the boss for a discussion about your further development and prospects in the company: "I would like to talk to you about my development." If you declare your willingness to take on new tasks from the start, show yourself committed, but 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, which you substantiate with facts and figures. Always think about the benefits for the company. Example: "I won X new customers last year and thus increased the company's profit by 50%."

Then try to get your boss's approval. The best way to do this is with a leading question: "Do you agree with me that my work is therefore very important for the company?" If he now agrees with you, your boss cannot subsequently dismiss your claim by devaluing your performance.

Performance and money should balance each other

Only now do you formulate your claim as specifically as possible. Give a clear number. Example: "Because of my commitment in the past few months, I think a raise of ?. is appropriate." Provide a plausible reason for this sum at this point in time. Therefore, choose the amount so that you still have some leeway downwards. Therefore, do not enter a range - your boss always assumes 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

You should pursue common goals. This is really important: pursue your plans, but also be responsive to the boss. Make it clear that you only want the best for the company in the interests of both parties: "I have already achieved a lot for the company by winning new customers.

And I want to get more involved. I will certainly be more successful if I am motivated even more 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 clenches his lips, bows his head or clenches his fists - you move (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 an inquiry: "Your facial expression indicates that you do not entirely agree with my explanations. What exactly is bothering you? "
• Your boss rolls his eyes or plays around with objects - you bring your boss back into the conversation by asking him for his assessment or a suggestion: "How do you assess the possibilities that 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 sure that you understand your boss correctly. Give your boss some right. Then formulate your counter...