Successful salary negotiation can increase an employee’s annual salary by thousands of dollars. Since many people don’t change jobs on a regular basis, when the time comes to negotiate, they may not know how to handle these opportunities for pay increases. Professional negotiators hone their craft by assessing body language and non-verbal cues and by using careful word choice. It’s a good idea for everyone to know a few negotiating tips before any discussion about pay increases.
Do Your Homework
An employer or supervisor will be much more receptive to your suggestions if they believe you’ve done your research. When negotiating salary, use exact amounts instead of estimates or ballpark figures. You should also do some research on the median salary for your position in your area. Having hard data to back up your salary requirements can be tremendously helpful.
Watch for Non-Verbal Cues
Body language is extremely important in negotiations. Make eye contact to show your seriousness and encourage honesty in your negotiations. Eye contact is a great way to encourage people to tell the truth, so this can open up a salary negotiation in your favor. Your posture and facial expressions are also important during negotiations and can help you convey confidence and power.
Don’t Shy Away From Making It Personal
Whether you’re negotiating a salary for a new job or a pay increase at your current position, making the conversation a little personal can work out in your favor. Studies indicate that men are more successful with salary negotiations when they open the discussion with small talk. Most people perceive men as more aggressive than women, so a man beginning a salary negotiation with small talk can be disarming for the other party. It’s also wise for anyone negotiating salary to make his or her priorities and concerns very clear during the negotiation.
Encourage Conversation
An employee negotiating pay with an employer can make the conversation less stressful by opening up personal conversation. Encouraging employers to talk about themselves is a good way to build rapport and understand each other better. Opening up with personal thoughts or stories is a good way to get them to respond in kind and open the way for a more productive conversation.
These are a few of the ways you can improve your results in salary negotiations. Remember to build rapport, set the pace of the conversation, and maintain confidence for the best results.
