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In order to obtain a pay rise, you must first
convince yourself and then convince your boss that your value to the
company entitles you to it.
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If you believe you deserve a pay rise, ask for it
as soon as possible; don't procrastinate or wait for your employer
to offer it.
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Determine what you are worth in the marketplace
by carrying out a survey of people in comparable jobs. Never base
your case on a need for more money.
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Be realistic in your assessment of what you are
worth and what your employer would be willing or able to pay. Have
an exact figure in mind before entering into negotiations. Avoid
comparisons. Never compare your salary to someone else's.
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Remember that bosses want employees who
contribute to the company's success by increasing sales, profits and
efficiency; decreasing waste, costs and time taken; improving
corporate image, customer relationships and competitive advantage.
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Carry out a detailed analysis of your job
description. Be as objective as you can, identifying specific ways
in which the company has benefited from your skills, qualifications,
work, and experience.
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Anticipate difficult questions, by identifying
weaknesses in your case and preparing positive answers.
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If you have records of recent appraisals, study
them carefully highlighting your achievements and indicating how you
have addressed any shortcomings.
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Know what standards your employer uses for
assessing performance and tailor your delivery accordingly.
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Prepare clear and concise documentation of
relevant salary facts and figures, and details of the ways in which
you are contributing to the company.
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Be aware of the importance of negotiating skills:
listen carefully to what your boss is saying; don't be
confrontational; avoid ultimatums; and, if necessary, be prepared to
compromise.
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Rehearse your performance with a valued friend
who is prepared to ask you searching questions; criticize your
delivery; and provide you with constructive feedback.
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If, because of circumstances beyond his control,
your employer feels unable at this time to give you a pay rise,
thank him or her for listening and ask to have your pay reviewed
within three months.
Remember that you will have to work with your boss in
the future; so, leave the meeting on good terms, and NEVER bang the door
behind you. |
