You probably have 1001 reasons to believe that your remuneration is not sufficient. Whatever the situation, it is essential to prepare your arguments in advance to be as relevant as possible when needed. Here is the advice from our experts.
1. Take stock of your skills
First step: make a list of all your technical and interpersonal skills, but also of everything you have brought to the company since you worked there. Try to stay factual: don't be too modest or arrogant. “The key to any negotiation is the ability of everyone to position themselves. Above all, it is necessary to work on the mental representation that one has of oneself and thus to be able to better assess the value that one has on the market, "says Sophie Cazalienski, director of a personal development consultancy.
2. Choose the right time
Do not bet everything on the mandatory individual end-of-year interview, but choose a time in the year when you are in a position to negotiate well. “In any negotiation, there is a balance of power. However, to be in a good position to negotiate, you must also be in a good period ”, underlines Thierry Krief, president of NegoAndCo, cabinet of experts in negotiation. If you are leaving a project that you did not carry out successfully and which weakened you, then avoid this discussion.
3. Propose a consistent range
No need to be too greedy. The key is to find the right balance and offer a consistent salary range. Rather than a specific number, opt for a clear range. That is to say, if you arrive at a position, the salary from which you would accept the mission and the maximum amount you think you can claim.
4. Adopt the right attitude
"Form is decisive," says Thierry Krief, president of NegoAndCo. You have to make it clear, skillfully, that it would be legitimate for you to be increased. For that, it is advisable to argue according to the preparatory work which you will have carried out upstream. Talk about what you have brought to the business recently, your value in the market, list your skills. Needless, above all, to compare yourself to others, each situation is personal. And don't forget that your supervisor is above all a person. The more you have a good relationship with him outside of these interviews, the more likely you are to be effectively increased. Finally, don't be aggressive. “Some people go so far as to say: if you don't grant me this increase, I leave the company. It is a risky strategy. It is still necessary to be able to carry out this threat! "Says Thierry Krief.
5. Manage after negotiation
Negotiating your salary also means preparing for a refusal and going back to battle if you fail. “I advise my clients to be in a form of permanent negotiation. Those who ask for nothing can end up with wage gaps 30% lower than those who ask for increases, ”says Thierry Krief. If you are facing a wall, then there is always time to ask the right questions and consider a business change. "If you feel that you are not being paid at your fair value, you can then begin personal research to find another position," advises Claire Cazalienski.
