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10 Things You Should and Shouldn’t Say in a Salary Negotiation

10 Things You Should and Shouldn’t Say in a Salary Negotiation

Getting a raise is hard. That’s why a lot of people choose to move companies to get a better job or to make more money instead. But if you are rated as an above average performer and your company is doing well, getting a raise should not be too hard.

If you find yourself in this situation, however, you will still have to make a case for it and convince your boss you really are worth the extra money. On the other hand, if you are struggling on the job, or making mistakes, then think about what you need to do to improve so a raise will be possible in the future. Whatever you do, don’t make the silly mistakes below, which will make you look and sound childish and won’t help you achieve your goal of a raise. Here’s how to get it right in a salary negotiation.

Do Say:

1. “I’ve earned it.” Say this with confidence if it’s true, and then back it up with data. If your company has a good performance management process, you should have all the documentation you need to support your claim for more money. But typically those systems are poorly used or relied upon, even if an annual or semi-annual review has been done. Your job is to keep track of your agreed objectives, and what you have achieved.

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To do this, keep a log. Each week, ideally on Friday, write down all that you accomplished that week, in short, point form notes. At the end of the quarter, go back to see what you were supposed to do, and what you still need to do before your next review. Prioritize and get anything you agreed to do done before the next review. If you weren’t awarded a four or five on your last review on a five-point scale, which mean Performing Above Expectations or Exceeding Expectations, a raise is not likely in the cards for you right now. If your last review was a three or less, which is Performing, Somewhat Performing or Needs Improvement, a raise is not going to make sense to your boss, because you clearly have improvements to make.

2. “I am ready for more challenging work.” Only say this if it’s true, of course! And only after you’ve proved you’re doing a great job in your current role. By saying you are ready to take on higher level work, or different work that will stretch you by learning new things, you show renewed commitment to the company and to your boss. That will show you are planning to stay and that a raise will keep you motivated to keep working hard, which is what your boss really wants to know. You might not get a raise right now, but it could lead to a promotion, which typically means more money.

3. “What do I need to do?” If you can’t get a raise right now and it’s not clear why, make sure you ask your boss what they need to see from you so that you will get one next time. Ask them to be very specific. Write down what they say and email it to them. Thank them for reviewing your request for a raise, and outline what they said you must do to be given a raise. Ask them to confirm it and let you know if you missed anything. If they don’t respond, keep asking until they do. That way you”ll know you have their commitment and can get on with the job.

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Don’t Say:

1. “I deserve it.” This may be true, but even if it is, you have to prove it. If it isn’t, and you know it, file this one until you can rely on facts.

2. “I work hard.” Everyone works hard, but not everyone will get a raise. In fact, even if you do work really hard and you can show results, there might not be any funds in the budget for your boss to give you a raise. Typically, each manager will have a fixed amount yearly to increase wages for their whole team, and that’s it. So making a good impression all year long is critical to standing out when it’s time for salary raises.

3. “I’ve been here a long time.” This won’t show that you deserve more money, just that you’ve been around a while. In fact, most poor performers have the longest tenure, often because they don’t get fired or have their performance evaluated. While it might seem like longevity should lead to a raise, it won’t in the private sector. Demonstrating value to the company is the only way to get a raise in today’s world.

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4. “So and So earns more than me.”
Comparing yourself to others is never a good tactic. Companies frown on people discussing salaries, and showing you know what others are paid can get your manager’s back up. The process of asking for a raise is hard enough, so keeping your boss on side is a better strategy.

If you really feel that you are underpaid for your job, do some research. Show that people in your role, in your industry, on average make more than you are now. It might take some work, as those figures are not always public, but there are lots of salary surveys out there that will let you search by job title, and location. Your boss might not accept this information, but it will show that you are serious and have done your best to make a business case for a raise. Even if you aren’t granted one, your boss will know that they’ll have to contend with this data next time and that you know your worth. If you are a great employee, they might even be worried about you leaving, which could lead to a raise unexpectedly.

5. “I guess I’ll look for another job then.” Saying this will always be a mistake. If you feel you have to move on, look for a job quietly. And when you find one, make sure you explain why you are leaving in a professional letter, which you should provide to your boss and Human Resources.

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6. “It’s not fair.” You might be right to say this. You might deserve a raise and have shown it, but still not get one. Don’t debase yourself with this childish remark. You will appear unable to take bad news, which will only make your future salary negotiations with your boss even more difficult.

7. “I quit!” Not getting a raise, especially if you feel you deserve it or you need it, is hard. But quitting is not a good idea if you need your job, which most people do. If your conversation with your boss got you hot under the collar, go cool off and think for a day or two about what was said. Were you turned down due to budget? Was it because the company is in trouble? Was there a blanket freeze so no one got a raise? Not granting a raise is often due to any one of these valid reasons, or else that your boss feels some improvement is needed in your work before a raise is due. If that’s the case, read the points above and follow the tips to be the best you can be at your job.

Featured photo credit: bradleypjohnson via flickr.com

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Last Updated on January 14, 2019

The Key to Finding Job Satisfaction and Having a Successful Career

The Key to Finding Job Satisfaction and Having a Successful Career

Regardless of whether you hold an entry-level administration role or regularly travel to the ends of the Earth as a hot-shot senior executive, you can still find yourself harboring an emptiness… a feeling that something is missing. A popular assumption that experiencing job satisfaction and a successful career should be underpinned by a well-rounded suite of tangible benefits, no longer holds true for many of us.

We’d never deny health care benefits, appropriate and fair remuneration, bonuses and travel perks in a job package. However, even if served to us on a silver platter, those features can only satiate us to a certain point.

You might wonder what governs entrepreneurs and start-up business owners to quit their lucrative jobs, essentially look the gift horse in the mouth and kiss such benefits goodbye! There can be an irresistible pull to mastermind a business with products and/or services that serve the greater good of community wider than that constituting their daily existence.

Even with research showing entrepreneurship to pose greater threats to their mental and physical health, this unique breed of individuals choose to go against the grain in chasing their dreams of being their own boss. Why? Why would anyone risk this type of career suicide?

Whether you’re an employee, have recently taken the leap to being a business owner or been in business for a while, the commonality is a congenital condition we all share as human beings; to feel a sense of purpose, value and contribution to our community. Despite it being harder to find this for ourselves in today’s world, these approaches will help you achieve ultimate satisfaction through the twists, turns and joyrides that are essential features of shaping a successful career.

1. Search for Opportunities That Feed Your Passion, Not Temporary Excitement

Even though well-intended, the ‘feel good now’ compass that career coaches and consultants often recommend you use to create career satisfaction can actually do you more harm than good. Excitement is transient. It doesn’t last. Passion is the compass you need.

Passion and excitement are two different things. The resounding career legacy that still draws you to turn up on the job regardless of the sunshine or storm that awaits you…that’s passion. It’s like a mental and/or emotional itch you can’t shrug off. Staying attuned to that calling will breed success for you sooner or later. Patience is key.

You’re also likely to have more than one key passion. Beware of getting caught in the notion you have to find your one true purpose. In fact, run immediately from any coach who tells you there is only one. There isn’t.

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Your passion is a journey that can take multiple forms so forget thinking there is the single dream job out there that will give you satisfaction in every way you can imagine. It simply doesn’t exist.

Consider embracing different roles and projects to help you fuel your passion or fuel your pursuits in finding it. Job satisfaction and your career success will be all the more sweeter from a wider range of enriching experiences.

2. Don’t Position Job and Career Satisfaction Assessments as Pivotal Guides to Your Success

Despite their popular use for vocational guidance, assessment tools such as Gallup’s Clifton Strengths and the Myers Briggs Type Indicator have come under fire[1] as being limited to the amount of true value and direction they can offer partakers.[2] These and many other guidance assessment tools (e.g. VIA Character Strengths , DISC ) are self-report questionnaires that don’t have normative population data against which to compare your results.

Simply remember these tools help you develop a stronger sense of what you identify as strengths and weaknesses within yourself, not in comparison with other people. They will still add insight around what sorts of career opportunities, tasks and projects are going to light your fire, what ones are going to extinguish it and what will prod and keep the coals steadily smoldering.

3. Be Clear on Your Personal Values, Ethics and Principles and Choose Relationships That Support You Honoring Them

Teamwork, collaboration, open communication and trust are commonplace for any flourishing work environment. However, whether or not your personal values can be honored in your work can make or break your job satisfaction.

How committed do you want to be to an organization that expects an average of 10 unpaid overtime hours every week under the guise of ‘reasonable overtime’? Are you willing to accept their construing this expectation as ‘strong commitment’ at the expense of your partner and children waiting at home for you? What are your boundaries concerning when you clock on to their time and when you clock off to yours?

Being very in tune with what your personal values, principles and ethics are will bid you well in the job satisfaction stakes. Spending time to reflect on experiences and working relationships you’ve had – the good, the bad and the ugly – will help you make well-informed searches and grounded decisions that will propel your career success.

Finding and nurturing relationships with associates and colleagues who share similar values doesn’t just make your day-to-day pursuits more enjoyable. You become fortunate to work with like-minded people who will support, understand and appreciate you like a second family.

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Being able to honor your personal values in your work means you will still be able to sleep at night when you have to tread where others fear to, and make extremely difficult decisions others would never ever dream of having to make as you forge success in your career.

4. Be Clear on Your Own Definition of What Having a Successful Career Means for You

It’s tempting to get caught up in the ideals and projections of success expressed by those we love, admire and respect. Underneath, we all want on some level to belong to a successful club of some sort.

With research reporting how much money we feel we need to be truly happy,[3] many of us try to subscribe to the notion that having the car of our dreams or taking a European holiday annually will not bring us happiness. The truth, however, for many of us is these tangible rewards are congratulatory reminders of our persistent efforts to chase our career pursuits.

If those are things you aspire to, don’t let anyone steal your desire and want to feel deserving of these things, that those are some parameters by which you define your career success.

Despite consistently being the top revenue earner for two years running, you may not wish to become the sales manager. You may not wish to step out into running your own business even though you consistently excel as an employee, delighting clients and repeatedly receiving glowing testimonials.

Your definition of career success might be enjoying the predictability of a regular workplace routine. You get to leave – without feeling guilty – at the same time each day, love the people you work with and get to spend a good, uninterrupted amount of work-stress free quality time with your family. That picture is also blissful job satisfaction and complete career success.

5. Identify the Sorts of Challenges and Problems You Want to Learn to Overcome

Standard advice you might receive from a career coach might be to look for opportunities where you get to capitalize on exercising your strengths and career-related activities you enjoy.

However, to become a success at anything involves improvement. To excel at anything often involves stepping outside boundaries and comfort zones where others wouldn’t. This means dedicating focus and attention to things you’re not so good at and things you don’t like.

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Here’s where working with a coach can be particularly helpful. Map out the experiences that were unsavory in your working history. Were there challenges you opted out of, projects you failed at or toxic relationships that blasted your sense of purpose and self-worth into oblivion? It’s within these experiences that you might just find the most valuable lessons and guiding lights for your trajectory to achieve greater job satisfaction.

If your natural leadership style is to be a collaborator, finding opportunities that require you to apply a more dictatorial style might be needed. Discussing a secondment or short-term project where you get to develop and test your skills can be a step further in earning contention to lead a larger project down the track.

With several of the company’s boldest personality types penciled to roll out the operation, you’ll not only develop skills that earn your right to throw your hat in the ring; those key players have an opportunity to see your competence. You can then work on building relationships with those stakeholders before you need to hit the ground running should you win the lead.

Greater job satisfaction comes with planning and choosing the lessons and opportunities you want to learn, not desperately flailing, floundering and hoping for the best.

6. Keep Reviewing Your Goal Posts and Be Amenable to Change

The word ‘career’ is indicative of a longer-term pathway of change, growth and development. The journey is dynamic.

You will accumulate new skills and let those you no longer need, become rusty. Your intrigue will be stimulated by new experiences, knowledge and people you meet. Your thinking will continue to expand, not shrink. As a result, your goalposts are likely to change.

A major part of enjoying a successful career is not just setting goals effectively, but regularly reviewing and readjusting them where necessary. However, moving the posts or the target still needs to take place by applying the same processes by which you originally created them. The strength of your emotional connection to those revised goals needs to be the same, if not stronger.

By asking yourself the following questions, you can assure your developmental and growth trajectory is still on course:

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  • Would working toward these goals still allow me to honor my personal values, principles and ethics at the same capacity if not greater?
  • Do the activities I need to undertake to meet these goals honor my highest priorities?
  • Does this feel right for me and those who are nearest and dearest to me?
  • Is this aligned with my passion?
  • Is chasing this goal a right step for me to take now or is this a detour or distraction which could delay my greater plan?

Each of your career goals should have different review periods. Whatever you do, stick to the review schedule you set. It will not only keep you focused but help you see your progress (or lack thereof) and allow you to timely re-chart your course before you get too far down the track. You don’t want to waste time haphazardly heading in the wrong direction.

7. Be Prepared to Let Go

It can be unfathomable to us as to why others risk leaping into the unknown when everything truly appears fine and dandy in the career realm. The company provided stability, recognition, financial success, interesting projects and the promise of a promotion…what was wrong? Why now jump sideways to run a café or train in another field altogether?

Nothing may have been wrong at all. It was all going right. It was just the end of a chapter. Perhaps the yearning for the next step is actually taking a different trajectory entirely. You may want to simply experience a different rhythm. Perhaps it’s time to pursue a different passion.

If you have leaped from employee-land to freelancing or have made the reverse-jump (or you know someone who has), you will have quickly grown a different appreciation for pros and cons each work lifestyle brings. Working for yourself can bring the greater realization of your creativity, whether or not it can be monetized to earn you a living.

When your customers are buying you or a product you designed and fashioned, there is a direct level of appreciation and gratitude that can elevate your confidence in the way you have never experienced as an employee, regardless of your rank.

Similarly, there are times where we need to recognize our business ventures were adventures, not long-term life-changing empires. There are times we need to recognize that time is what provides the clearest limitation of how long we persist for in such pursuits.

We have to recognize the absence of enough financial, mental, emotional and physical breadcrumbs that tells us we’re no longer meant to push in that direction. At least, not for the present time.

The Bottom Line

Above all, keep the momentum. As long as you remain committed to pursuing work opportunities that allow you to honor your highest priorities, the truth of who you are and what you stand for, achieving ultimate job satisfaction and a successful career will never be too far away.

More Resources to Help Advance Your Career

Featured photo credit: Csaba Balazs via unsplash.com

Reference

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