The basics of negotiating
Written by Nivita Sriram
Negotiating your salary can be an uncomfortable but unavoidable topic. As women and individuals of color, we may often hesitate to ask for more because many of us were raised to keep quiet and keep working hard. But there comes a point in our careers when many of us will come to realize that we are worth more and deserve more than what we’re being offered for our work and effort.
When that moment does come, it can be hard to know what to do. Many resources written around this topic weren’t written with us in mind. People claim that having confidence is all that you need to successfully negotiate, but that isn’t the reality. There are a few more things you should know, so let’s dive into a few of the basics to negotiating your salary:
1. Determine your non-negotiables
Plan out what is crucial to have for you and your life. Do you want more vacation time? Or some work-from-home days? Or would you rather have a pay raise instead? Decide on what it is that you absolutely must have — these are your non-negotiables. Don’t walk away from the negotiation without getting your non-negotiables. By setting these as a bottom line, you won’t run the risk of giving up things that you truly want or need to be happy with your professional life.
2. Be prepared
Be ready for tough questions — don’t simply negotiate for negotiating sake. Your higher-ups may ask you why you believe that you deserve more benefits. They may ask you why now when other employees aren’t asking for the same. Make sure to have answers to these questions ready.
Have you been working overtime? Reached your quarterly goal, and then some? Taken on more roles than your own? Acquire more clients for the company? Have these points prepared before a negotiation meeting, and don’t be shy to share the tasks you’ve accomplished.
Also, thoroughly research your field and understand pay, benefits and packages offered in other companies in the same industry. This information can be used as comparisons and as justifications for your requests.
3. Do not undersell or undervalue yourself
When negotiating, don’t undersell yourself. Clearly show what you have brought to the table in the last month, quarter or year. If there’s an increase in sales due to your work, bring the numbers to the negotiating table to back it up.
If you’ve received client testimonials or other positive feedback, be sure to bring that information up during negotiations, too. Bringing evidence of your excellent work and how you’ve contributed to the company will make your argument for your pay raise or extra vacation time stronger.
When negotiating a job offer, it may be beneficial to explain the previous experience you have, including the differentiating value that you will bring to the company. Ultimately, you want the person across the table to understand why it is that you are a valuable and indispensable part of the team.
4. Understand the person you are negotiating with
Ensure that you have a good relationship with the person whom you’re going to be negotiating with because, like it or not, likability plays a role in salary negotiations being accepted. Don’t underestimate the power of developing a rapport with those around you. Develop relationships with your higher-ups from early in your career journey — it’s important in all facets of professional life but especially when considering salary and promotions.
Also understanding timing and what your employer’s non-negotiables are will help you make a better case for yourself. If the company is going through layoffs or a rough time, it may not be the best time to ask for a raise. While coming in later may not be acceptable, they may be open to you leaving early, a higher pay or having Friday’s be a “work-from-home” day. Understanding the person on the other side of the table will be crucial in making a deal that works for both parties.
5. Don’t give up
You may get rejected initially for a raise or promotion, but don’t give up. Your boss or HR manager may be open to negotiating other benefits. If they can’t offer a higher pay, they may be more open to giving extra vacation time.
If they aren’t able to give you more benefits at this moment in time, make sure to set a future date to revisit the requests you’re making. Giving it a few months to cultivate a relationship can help your employer understand where you’re coming from.
Negotiations can be daunting, but it’s often a necessary step to reaching our professional, financial and personal goals. It’s intimidating to ask for what you want, but if you know proper timing and understand the other side of the table, the odds may be in your favor.
Know your price, and don’t underestimate yourself. Take detailed records of your progress and milestones throughout your career to remind yourself all that you’ve accomplished and all that you deserve.
Header photo by (Alexander Suhorucov from Pexels)
