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SALARY NEGOTIATION TIPS
"What you don't ask for, you don't get."

Preliminary work before you negotiate your salary or ask for a raise

1.      Know what you are worth.

         Read compensation surveys, the classified section in the newspaper, Bureau of Labor statistics
publications, Occupational Outlook Handbook, and/or The American Almanac of Jobs & Salaries
for salary range.

Occupational Outlook Handbook:  http://www.bls.gov/oco/

2.      Check you company's compensation policies.  

3.     Keep in mind other options besides monetary increases:  stock options, education credits,
extra vacation days, free parking, company car, child-care compensation, bonuses,
company-paid membership in a club or association.

To prepare your boss:

1.      Let those in top places know what you are accomplishing.  Blow your own horn!!

2.      Support your claims of contributions with written testimony.  Keep a personal "back pat" file. 
Ask for positive comments from superiors in writing.

3.      Select the most appropriate time.  Schedule a formal time.  Don't just drop in.

To prepare yourself:

1.      Role play - be prepared to answer "Why do you feel you deserve a raise?"

2.      Be prepared to overcome three usual obstacles:

         ·     "We're having a bad year - there's no money in the budget for a raise."  That's all the more
reason to use the company's resources wisely and to spend it's money to motivate people
who are most likely to produce.

          ·    "You are single.  What do you need a raise for?"  Please judge me on my performance. 
 In the past year I have...

         ·    "You've made some mistakes."  Yes, I have made a few. I'm sure you will agree that 
my accomplishments far outweigh the mistakes.

The actual meeting:

1.      When you are finally in your boss' office, state right up front why you are there. 
"I scheduled this meeting to discuss my raise..."

2.      Get your boss to confirm at least three things you have successfully done.

3.      Go in high and let your boss "win" by negotiating you down to the real increase you selected.

Summary

Don't:

·       Feel like a victim and threaten to leave, cry, shout, etc.

·       Think everyone knows how hard you work and what a great job you are doing.

·       Personalize why you need a raise, i.e., you have mounting family expenses (you are really 
playing on your boss' emotions then) - besides everyone needs money - 
better to explain why you deserve the raise based on your performance in your company.

Do:

·        Believe you deserve the raise.

·        Research what your position commands.

·        Document your achievements.

·        Make sure the time is right.

·        Ask for more than you want and leave room to bargain.

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