爱玛的成长日记 Emma's Diary

1. Do your homework
Consult job ads, recruiters, and colleagues to find out the pay range for your job.  Then work out the skills you need to claim the top 10 per cent of that pay range.

2. State your objectives clearly
When you ask for a meeting, don’t talk vaguely about "prospects"  - be clear that you want to talk about your contribution to the organisation and that you’re asking for a pay rise.

3. Be clear about what you want
Are you really after a pay rise, or would your life be improved by something else, such as flexible working or more varied work?  Know exactly what you are asking for.

4. Create the right impression
Make sure you look, act and sound like a person already holding down a job paying the kind of salary you want. Don’t try to negotiate a pay rise in an old suit.

5. Make your pitch
Your opening needs to be about your contribution, and not about money.  Talk about what you have added to the role and how you have made a difference.

6. Bid, don’t complain
Managers get defensive when it comes to pay issues.  No matter how carefully you make your case, what they will hear is "I’m unhappy".  Be careful to ensure that you communicate how much you enjoy the job, particularly those parts where you have extended your job content. 

7. Don’t talk about your bottom line
Don't be tempted to talk about what you "need" financially, or about your financial commitments or pressures. Talk about the value you add to the business. 

8. Let your boss shoot first
Keep your cards close to your chest. Try to find out what your employer is prepared to offer before you say what you would like. Even if your employer asks "What did you have in mind?" it’s worth at least one attempt to find out what might be possible.

9. Negotiate like a pro
Don’t believe that the first offer, particularly if it’s made quickly, is the last word.  Relate your proposed total salary in monthly terms to the annual bottom line contribution of the job, and be aware of how much it will cost to replace you.

10. Assert yourself
Stand up for yourself.  Demonstrate exactly the same robustness and negotiation skills your employer expects you to use in the job.