TALK YOURSELF INTO A HIGHER SALARY

Performance review are for self-promotion

It’s time of the year again – managers are scheduling performance reviews, which will form the basis for determining salary increases.

In the modern workplace this should no longer be a one-way discussion with employer telling the employee what he or she does right or wrong and how this will affect his/ her raise.
Employee should view it as an opportunity to persuade the employer that he/she is s valuable asset to the company and argue for a good increase.

Feeling a bit bashful? This is no time for shyness. The performance review is one of the few places where it is acceptable to promote yourself. The salary negotiations meeting can be divided into roughly three phases; Preparation, The discussion and The close.

Prepare for launch
Before you go into the meeting make sure you know the facts and know what you want. If you are asking for a substantial raise, be aware of what your peers in the industry are earning. Take a look at your strong and weak points, and focus on what you contribute to the company. This will form the basis of your argument.

After you have done your research be sure to rehearse your argument. “Before you negotiate, know exactly what you and ready to articulate your position; a negotiating meeting is no place to figure out the terms that are acceptable to you,” sais Eric Adams in The art of Business; Learn to Love Negotiating.

Next, it is advised that you choose the right person to talk to. Be sure to address someone who possesses decision-making power.
Choose the right time , especially if you intend to ask for a raise outside of a performance review. Every company has its financial ups and downs. Asking for a huge increase when money is tight is not advisable.

Talk the talk - Money talk
Now we get down to the nitty gritty of persuasive skills. When you are negotiating , remember the following ;
· Firstly, assess the person at the other side of the table and adapt your communication style accordingly.
· Be sure to communicate steadily, with a calm tone of voice and a relaxed demeanor.
· Be enthusiastic and use evocative language - -studies have shown that people respond positively to enthusiasm. Start the discussion with a positive statement that emphasizes your commitment to the company’s goals as well as your excitement about the company’s future.
· This is not the time to be humble. If you don’t believe in yourself and in your argument there is no reason for your employer to do so. Practice being assertive; state your accomplishments, focus on your successes as an employee.
· Be specific, argued Marshall Loeb of Markert Watch. “Back up your list with numbers and facts. Before-and –after comparisons are useful- bosses tend to have selective memories.”
· Be to the point, “Be clear and concise about your accomplishments because we’re living in a sound-bite society,” Argued career coach Lori Davila.
· Make sure to be very straightforward about what you want.
· State the salary that you would like to earn and do so without apology. Also be sure to “open high’, as Adams puts it. Go into the negotiations with an exact, albeit realistic, idea of the minimum and maximum increase your are looking for but never mention the minimum. Ask for the maximum and then negotiate from there.
· Be truthful. This is also not the time to embellish. Sooner or later you will be found out.

Salary negotiations should be viewed as a discussion not a contest. Be prepared for resistance to your argument but don’t take it as a personal rejection.
Always remember that you will be working with this person after the negotiation have finished. Don’t become aggressive, rather try to focus on common ground and understand your superior’s position by asking questions. Strive to create a win – win situation.

The close
When it looks like you and your employer have reached an agreement, move in for the close. Be persistent about what you want but also try to be flexible. One of the most important aspects of negotiations is knowing when to walk away. When negotiations come to a close, stop selling immediately.

If you persist in assuring your employer after negotiations have concluded it will make you look unsure of yourself and cause the superior to doubt your competence.

Finally, if you have reached an understanding, be sure to commit the verbal agreement to writing to make it official.