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Try to find out what someone in your area, with your number of years of experience, is likely to be paid. “Then use this as a benchmark for your own negotiation,” says Davinia Tomlinson, the founder of Rainchq, a financial education website for women.
If you’re employed, Glassdoor and Totaljobs have calculators you can use to find out the average salary for any job in the UK.
Ask your HR department about the current salary ranges for your position.
Talk to a hiring consultant about the kind of salary you could get if you were looking for a similar job, or “go to job boards and see what’s being advertised now,” says Simon Horton, the author of Change Their Mind: 6 Steps to Convince anyone at any time. “You have to help your boss convince other people, such as their boss, HR or the CFO. The more real-life examples you can give, the better.”
If you have friends or co-workers in similar roles, ask them what they get paid, Tomlinson says. “Ultimately, pay transparency is in everyone’s interest.”
There can be a gender pay gap in your industry, so if you’re a woman, “don’t just talk to other women to get your facts — otherwise you might not realize how high it can be,” says Angelique Bellmer. Krembs, the co-author of You Should Smile More: How to Dismantle Gender Bias in the Workplace.
Ultimately, your goal with this research is to enable you to argue that your current salary is not competitive, where demand is high and vacancies are at record highs. “Great employees cost a lot to replace and given the current market you are already in a strong position,” says Ellie Green of Totaljobs.
If you’re a freelancer, you’ll need to constantly review your rates, says Andy Chamberlain, director at IPSE, the self-employed nonprofit organization: “Understand the going rate for your industry and level of experience.”
Join a Facebook or Slack group for freelancers in your industry and ask how much to charge to find out how much clients are paying others in the current climate.
Another approach is to estimate how long the work will take you and how much you’ll need to be paid for that time if you want to generate the annual salary you hope to earn — or could command if you decide to get a nine-to-five job. “Once you have your ideal figure in mind, add 10-20% to that final figure to make room for negotiation,” says Tiwalola Ogunlesi, the author of Confident and Killing It.
Free yourself from useless thoughts like, “If I ask for more money, I look greedy.” Ogunlesi says, “Leave that thought and replace it with something more powerful, like, ‘Asking for more money, show I’m ambitious.'”
Horton says, “Don’t bargain yourself down, not even before the meeting. If you think you’re worthy of a 10% raise, let 10% be your starting point. Don’t discount your boss until you’ve had the conversation.”
Meet face to face
Arrange a specific time to talk to your manager—ideally at a time when you know they won’t be busy or distracted—and make sure to make the raise request in person. “This is harder to reject than a messenger or email message,” says Green.
Octavia Goredema, a career coach, recommends practicing what you plan to say several times in front of the camera before doing it. “Observe your body language and think about how you sound.” It really makes a difference, she says.
Be friendly …
Never underestimate “the power of sympathy”: “Tone and attitude are important,” says Scott Walker, the author of Out of Chaos: How to Become a World Class Negotiator.
Organizational psychologist Dr. Lynda Folan recommends spending the first 30% of the time you have before the meeting building a relationship with your boss by talking to him about their life or interests outside of work. “We respond much better to someone we feel connected to,” she says.
… but confident
List your achievements. “Avoid using filler words or language that undermines you like ‘this might be a stupid question,’ ‘don’t worry if it isn’t,’ or ‘I hope this makes sense,'” says Ogunlesi. “This is not the time to play the humble card or downplay your expertise. If you don’t believe in yourself, how do you expect others to believe in you?” she says. Outline your strengths and achievements with confidence and conviction.
One trick is to pretend you’re advocating on behalf of a friend. “This dissociation can help you put your best foot forward without cringing,” Tomlinson says.
Be specific about what you have accomplished since your last salary review and the value you have added to the company in the past year or since you took the position. Demonstrate how you have exceeded your original responsibilities or gone beyond what is expected of you in a similar position.
“It’s not about paying your mortgage or student loans. It’s about your value, value and results in the role,” says Krembs.
Offer to take more
Think about your long-term career goals and offer to take on more of your boss’s work, especially if you can delegate some of your own work to someone else, tying a pay rise to meeting additional requirements. , higher goals and responsibilities.
That way, you can frame your raise request as a desire to take on more rewarding and important work and spend your time for the company in the most impactful way, suggests Linda Babcock, the author of Women Don’t Ask, in front of. “When you negotiate your tasks, think about the projects or tasks you would like to work on that will increase your skills and help you move up the ladder.”
There’s also a sweetener in the deal for your boss, which is important, says Horton, who trains hostage negotiators, lawyers and corporate dealmakers. “You want to put your promotion or raise request in terms of how it’s going to help them with their problems.”
They will think about how to get their own raise or promotion, and freeing up more time to meet their own goals will appeal to them. “If you can link it to their drivers – their real drivers – then they are much more likely to go: yes, this makes sense, let’s do it.”
Join a trade union
If enough people in your workplace join a union, it can set up collective bargaining structures so that there is an annual or semi-annual process where everyone in the company’s pay is reviewed.
“The employer will either put an offer on the table or the union will table a raise request and negotiate it,” said Kevin Rowan, a spokesman for the union congress. “You don’t go to your employer with hat in hand, as an individual, and say, ‘I’ve worked very hard, I need a raise.'”
Instead, the entire workforce effectively negotiates on your behalf, Rowan says, “And the entire workforce is clearly much more powerful than you, as an individual.”
If you’re freelance, it’s perfectly reasonable to explain that your business has been affected by the recent price increases or increases in the cost of things like energy or raw materials, and that your rate is going up as a result – but it’s a good idea to inform your customers of prior notice before doing so. “You could say: I am increasing the rates for all my customers by 10%. You’re a really good customer to me, so I’m not going to do it with you until a certain date,” Horton says. “In that case, state the full price in your invoices, below that a line with the 10% ‘loyalty discount’ and state the end date.”