How to Negotiate Your Salary

There are certain times and events in your life where you have the opportunity to make money. Changing jobs is one. Negotiating salary whilst remaining in your job is another. Whether you’re moving jobs or remaining put, how do you negotiate a salary that both reflects your value, and keeps your professional brand and relationships intact? 

Research

Know your value. Salary negotiation needs to be fact-based not emotion-based. Research by speaking with recruiters and contacts in your industry to understand the salary your skillset can command in the market.

Practice

Organise your thoughts, achievements and evidence. Practice before presenting. Get clear on what, why, and how you are going to articulate what you want.

Pre-Empt

Pre-empt push back. Think about possible questions or blocks your salary negotiation may encounter. If you were the decision-maker, what evidence would you want to hear to convince you.

Reason & Season

Out of the blue salary discussions fall flat. Consider timing and reason. Example: “I’ve been working with a Career Coach to…and something that’s come out of this is…” Also, don’t simply wait until performance review season. At that point, salary decisions have been made. Start a conversation at least two months in advance.

Future

 Too often people talk only about what they have achieved and forget to include what they can achieve and deliver. Include your vision for the role and your future development objectives.

Less isn’t Best

Ask for a higher salary than you’d feel happy with. This provides room for negotiation. It also ‘future proofs’ your salary satisfaction. When the honeymoon period wears off ~six months into a new job, or you look around you and you’re giving more than everyone else, what salary is genuinely going to make you feel valued?

Personal Power

Maintain curiosity and cultivate positive relationships, regardless of the outcome and who you are negotiating with (line manager, recruiter, or a hiring manager). Remind yourself that this is a fact-finding exercise and from there, it’s within your personal power and control to make the right decision for you.  

Celebrate

Regardless of the outcome, celebrate the courage you demonstrated in leaning into a challenging conversation. Courage grows stronger with practice. Now, you’re not going to sit there wondering ‘what if’. Knowledge and knowing where you stand is power, and with this knowledge you can choose the right next action for you.