When it comes to money in the appraisal interview, a lot can go wrong. Six tips to help you assert yourself in the salary poker game and counter counter-arguments.
The man had brought in nearly three million euros in sales for his company – in the year. When the sales engineer demanded more money for this success in his salary negotiations, however, he came away empty-handed.
"Now he’s switched to the competition, earns twice as much in the meantime, and has taken the million-dollar contract with him," explains salary coach Claudia Kimich from Munich, who knows the case from practical experience.
The small anecdote shows: A burst negotiation can, but does not have to be the end of the dream of more money. Switching to the competition is the last resort, but it’s not the best option. However, specialists and executives are currently asking themselves, as annual reviews are once again on the agenda in many companies: How do I get more? And: is now even the right time to ask for a raise?
The right time
"Once a year, you should basically talk about your salary," advises Coach Kimich. "If you have done something outstanding, you can also talk about money another time outside the annual meeting."
This will certainly not thrill bosses, but with good arguments, it will be difficult to turn down your request. "Salary negotiations are always a barter transaction," says Kimich.
"More money in exchange for good performance."You need to be properly prepared. With these tips, you’ll be ready for the salary poker game.
Create a project list
"I am hardworking, punctual and flexible" – with such sentences you probably won’t get one euro more. Finally, the boss assumes that these attributes apply to all his employees.
What you need are concrete services you have provided to the company. Write down a list of your successes and translate each one into an exact benefit for the company.
According to salary trainer Kimich, a good approach could sound like this: "You remember the project with company X?.
In the beginning, we had difficulties communicating with each other. You know, the partner had knocked over all the requirements. Since I took over, the project has been in the green and we even have 20 more projects.000 euros saved."
Concrete numbers
With these figures, you can then negotiate salary in a much more concrete way. Because with the boss, the amount stays 20.000 euros hang. This is your bargaining chip.
Of course, you can’t ask for the amount one-for-one as a salary increase, but with numbers this big, you can definitely go into the negotiation with confidence. Make it clear to your counterpart: You have made an advance payment. Now is the time for compensation.
Try to guess how your boss will react
The example of the sales engineer proves it: Even with the best figures, data and facts some bosses are not to be convinced. Salary coach Kimich explains it like this: "You always have to look at who you are dealing with on the other side of the negotiating table."
The trainer has crystallized four boss types:
1. Factual-technical:
Preparation is important with every type of boss, but here excellent preparation is part of the survival strategy. "I have to present the added value succinctly and not beat around the bush," says Kimich.
The factual person is overcorrect, but fair in negotiations. "If this boss has the money, he will spend it". And when he says he has no money, he really has none right now."
2. Power package:
50 to 60 percent of all supervisors fall under this type, estimates salary coach Kimich. "There it goes much around the fact that I show a standing and an attitude."
The powerhouses liked to go by the mushroom tactic: If you stick your head out and let it get knocked off, you’ve already lost. The most important thing here: Practicing quick-wittedness and thinking through absurd answer options in advance.
3. Relationship man:
If you don’t build the relationship with this kind of boss until the salary interview, you’re too late. For the relationship person, long diligence is required: How old are the children, which one is having school problems, when and where was the boss last on vacation?
"That’s where an accumulated bonus works better and will also have a positive impact on the salary conversation," Kimich says.
4. Bird of Paradise:
"This is where timing is extremely important," consultant Kimich knows. Is this supervisor not a morning person? Then just don’t schedule salary negotiations in the morning!
Chances of getting more money increase if your boss just shined with one of your projects in front of others. Let the bird of paradise gladly take the credit – and take the money.
With all type formation applies: Clearly there are in the genuine life always hybrids from several boss types, but a type expression is usually dominant. On these it is worthwhile to enter with one of the above negotiation tactics.
Use salary ranges deliberately
Actually it is logical. If you say in conversation, for example, that you are between 60.000 and 66.If you would like to earn € 000, your counterpart will usually only hear the lower figure. In the end, therefore, you have to be prepared to stay even just below their lower limit.
If that was your goal, wonderful. Then the salary range thing can even be used tactically. "In principle, however, it is better to give a concrete figure instead of a salary range," says salary trainer Kimich – and that is the gross annual salary.
Before your negotiation, you should establish three inner boundaries that you do not communicate:
1. Your pain threshold:
Your minimum – "If the negotiations move below that, you should get up and leave," Kimich advises. Often the conversation is then sought again.
2. Your feel-good limit:
With a salary in this region, you are completely satisfied.
3. Your cheering limit:
With a salary in this sphere, you invite a good acquaintance over for a three-course meal because you feel so much like celebrating.
Tip from the expert: If you’ve had a solid year, get in on the action with a suggestion between the feel-good and cheer thresholds. If you have achieved extraordinary things, you can confidently go towards the jubilant limit.
Practice your grand entrance more than once
"An athlete needs an average of 10.000 hours of training to compete in the Olympics," says salary expert Claudia Kimich. "If you ask professionals and executives how much they have trained for their salary negotiations, you can assume far less."
And so it should come as little surprise when salary negotiations fail.
10.000 times you would not have to rehearse your arguments though and runterbeten, says the expert. "But I’d be very happy with 50 times."
Share ideas with friends, tell your partner how you plan to proceed, have acquaintances mime their boss, or videotape yourself to get a feel for how you come across in the interview and what you can improve on.
If you really want the salary increase, you should already put up with these circumstances.
Look at the weather forecast
Not only you, but your boss should feel as good as possible if you want to succeed in salary negotiations. Expert Claudia Kimich therefore even advises you to keep an eye on the weather.
"When the sun is shining outside, people are simply in a better mood" – and are possibly also more willing to spend money. One tactic can therefore be to address the salary issue now and postpone concrete negotiations until the next few weeks, when the weather outside is cooperating.
Of course, this is no guarantee for a fat salary increase, but if all other factors are right, it can definitely add a few euros to your account.
Don’t be discouraged by rejections
A "no" doesn’t have to be the last word in the salary poker game. If the boss doesn’t respond to any of your arguments, you should find out why. He may have savings targets of his own to meet.
Then, following up at a later date can make sense. "Be sure to stay on the ball in salary negotiations – even after a rejection," says Kimich. So your superior also senses that you mean business.
At some point, however, this sentiment may tip. "If you get a no three times, you don’t have to ask a fourth time at all."And if it’s clear that the financial development opportunities within the company are limited, you can always look elsewhere.
By the way, an attractive alternative offer is also a pretty good ace up your sleeve when it comes to salary poker.
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