9 tips to getting the salary you want

In this article we're talking negotiation: specifically, how to overcome any feelings of awkwardness when talking money with your boss and how to finally get the salary you want.

Salary negotiations can be tricky. Perhaps you feel awkward asking for more money. Perhaps you wonder quite how high you can go before you boss crosses their arms and gives you the look.

But salary negotiations don't have to cause you anxiety, nor do they have to be difficult.

There's actually an easy formula you can follow to make the negotation process smoother, cleaner and more likely to result in you getting that raise.

1. Do your research

How much should you be earning? What is the average salary for your job? For your age range?

If you don't know the answer to this question then you are going to struggle to pick out a realistic number to present to your boss. 

Making a comparison with other wages in your industry, for your job and for your age range can give you a really good starting point when asking for a raise.

For example, let's say you work as an accountant. The first thing you should look at is the pay range: how much do accountants earn and where does my wage sit between these figures? Consider how much experience you have in the role - do you deserve to move all the way to the upper end? Or just closer to it?

Once you have those numbers, check how much peers that are your age earn. You don't have to send a round-robin text message for that either, you can check that here. 

Now you've got a good understanding of how much people in your job normally earn, where your current salary sits within that range and whether your salary is higher or lower than the majority of people your age.

You'll also have a good idea of what sort of sum you can negotiate between!

2. Have a clear picture of your own performance

Your manager isn't going to give you a raise because you'd like to buy a new car, or you're saving up for a house. They're going to give you a raise proportionate to your performance. So how well have you performed in your role?

Make a list of all your recent (within 12 months) wins and how they have helped the company. Highlight any projects/tasks you've worked on that have performed exceptionally well. Note down any occasions when you've gone above and beyond and the business has seen good results.

The trick here is to focus on how your performance positively impacts the business rather than simply listing a million ways in which you are awesome. Tying each of your achievements back into the company will show your boss the impact you have on their bottom line, and is a far quicker way of showing your value than simply telling them that you're great and deserve more money.

3. Put aside your fear

Salary increases are a normal and expected conversation that you should be having with your manager. It will not come as a surprise to them that at some point you'll want to talk salary - after all, if you've been working at the company a while then chances are you've been on a relatively steady wage.

You need to put aside your fear of having the salary conversation. One way you can do this is to view the negotation as a debate that can bring exciting results and less like a life or death situation that will determine the rest of your life or career.

Most importantly, try not to put too much pressure on yourself, and remember that your boss is will no doubt have sat through meetings like this before you and will sit through more salary negotiations after you. You are not the first, and you will be OK. 

4. Warm up before you dive straight into the numbers

Studies performed by Harvard University show that people love talking about themselves – it makes them feel good has the same positive effects on the brain as things like food.

Consequently, try opening up the negotiations with a little small talk, preferably regarding topics that are of personal interest to your boss. He or she is likely to get a little buzz from it, taking a more friendly approach and improving the chances of a positive discussion - and it'll also help you relax, which will make the conversation easier.

5. Be determined, but realistic

Striving to make everyone happy is great, but when it comes to salary negotiations, it’s important to think about yourself first. In the same way as you would approach any other competition, you should go in wanting to get the best result possible. 

A good tip here is to have a number in mind. That is why the preparation in step one is so important: you need to have a figure you are aiming for. Now chances are, your boss will have a figure they cannot offer over (or at least they cannot offer it without asking further/higher permission). If negotiations stall (you want X, they can only offer Y) then take a pause. Ask them a question: "What could I take on in the next 6 months that could push my pay that little bit further?" You can also try a compromise, you will agree to their suggested increase if they will agree to re-opening negotations in another 6 months. You can then use that time to prove you are worth the extra money!

6. Make eye contact.

When we’re nervous or feel intimidated by a situation, we often let our gaze wander and avoid making eye contact with the person we’re dealing with. This is a big no-no.

Train yourself to keep a relaxed, steady gaze on your counterpart to show that you are confident and secure in your position.

Making eye contact shows that not only are you secure in your convictions but that you are engaged in the conversation and, most importantly, that you are listening. 

7. Aim high.

Don’t be shy – though you don't necessarily want to make the first move, the goal in most negotiations should be to start big. This creates more room to negotiate the final amount down (which your boss will almost certainly want to do), but still end up with something that you are happy with.

8. Power up before walking in 

Two minutes before you walk into the meeting room, go away and put yourself in a "power pose" with your legs spread apart and your hands on your hips. This will help to increase the testosterone levels in your body, which leads to greater self-confidence and also reduces the effects of the stress-related hormone cortisol. This will ensure you walk into the meeting with a cool and confident attitude.

9. Reflect 

Once the negotiation is over, take a few minutes to jot down your thoughts about how the meeting went. What went well? How were your arguments received? Be honest in your notes and keep them as helpful tips before your next discussion.