Negotiating a pay rise (II)

4. Choose the right time

As with many things in life, timing can be everything when it comes to asking for a pay rise. Don’t try to have a conversation with your manager in the middle of a busy office, at the end of another meeting or just because you are both in the kitchen making a coffee! Managers seldom like being put “on the spot” about things such as pay, and your request deserves to be treated with respect, thought and consideration, so arrange a specific meeting with your manager to discuss the matter.  This also shows your professionalism, allows you both to be prepared for the meeting, and ensures the discussion can take place without distraction.

Also, if you know your manager is under a lot of work pressure, suggest a time when things are quieter as your meeting is likely to go better.

Whether you send your manager an “heads up” email outlining what you wish to discuss, or you feel that giving too much information away up front isn’t the best approach, will depend on your relationship with them. If you have a trusted senior colleague who knows them better, seek their advice.

As mentioned previously, also be aware of the wider financial situation in the company, as many businesses have struggled financially during the pandemic. If a restructuring or headcount reduction is underway, wait until it is concluded. The fact that you are seen as part of their plans for the future could actually strengthen your negotiating position.

5. Act like the professional you are

Assuming you have followed the first four tips and have secured a meeting to discuss a pay rise, ensure you are well prepared and approach it as you would any business meeting or job interview.  This is your opportunity to showcase your value to the business and remind them how good an employee you are.

If you feel nervous, do not feel the need to overcompensate for your nerves by speaking too much. There is huge power in silence when it comes to negotiating, so present your business case for a pay rise, and then answer any questions, or make any additional points. Then wait, avoiding filling any silence, and listen to what is being said, using the time to formulate your next response.

Although the aim of the meeting is to secure a pay rise, negotiation is never a one-sided process, so it is important to understand the company’s perspective. It’s unlikely that a company will agree to your request straight away, so it is important to flexible in your demands.  There will usually be negotiation, tradeoffs or counter offers to explore, and this is why it is important to have things “more than pay” to add to the discussion.

If the business is struggling financially, it may be that a pay rise isn’t immediately possible but the fact that you are willing to negotiate means there is an opportunity to continue the discussion in the near future.

Whatever the outcome of the meeting, ensure you remain professional at all times, stick to the reason you are there, and focus on the detail you have highlighted in your business case.

It can be very easy to go off on tangents when talking about something as emotive as money, for people to start comparing themselves with others in a business, and for things to become impassioned. However, avoid all of these at all costs. You want the company to buy-in to you, who you are and what you bring to the business. This will only happen if you explain your business case, show them throughout that you are a professional, demonstrate that you are a reasonable person to deal with, and you are someone they want about.

6. See “No” as an opportunity

Of course, even if you follow the previous five tips, there is still the chance that the answer to your request for a pay rise will be “no”.

Being told “no” can naturally make us feel angry, sad, disappointed, and dejected. However, “no” doesn’t automatically mean that your manager disagrees with the basis for your request. It may simply be that they aren’t able to increase your wages at that point in time. Ensure you seek clear reasoning from your manager as to why they can’t fulfil your request and look to formalize a personal development plan to address the reasons, with a date set in the near future where you can sit down again and review progress. Though you will undoubtedly be disappointed, by accepting their decision with good grace and finding positives from the meeting, you’ll put yourself in a good position when circumstances change.

If the “No” is because there is not the capacity or scope within your current team or department to increase your wages, see if there are opportunities elsewhere in the business. Employers generally want their staff to feel valued and motivated. If you have presented your case for a pay rise well, your employer should want to help ensure you stay with the business, and work with you to help you to continue improving and growing as an employee.

If that isn’t the case, then maybe it is time to move on and the tips here can also help if you begin interviewing for a new role elsewhere.