Salary negotiation: counter-offer intelligence

Seek your level
Know your value on the job market. Do your research both inside and outside the company to try to find out what's fair. You could check out the job pages of newspapers or trade publications to establish the going rate. An unusually high offer from elsewhere may be unrealistic for your company to match because of budgets or the ripple effect (word gets out and everybody wants more). They may really want to keep you but simply can't. So do some research and find out what's reasonable.

Weigh up your options
Be prepared to leave. Basically, you're giving your boss an ultimatum, no matter how nicely you put it. So there’s every possibility that she might not like it. If you're not happy with leaving, then don't pretend you are.

The boss's reaction
Handle with care
Your boss's reaction has a lot to do with how you approach her. Be firm, but not adversarial. Try saying something like, ‘I’m really happy working here, but I'm tempted by this other opportunity and the salary they are offering. What can you tell me that will help make me feel better about turning them down?’ This opens up the dialogue in a straightforward way, and lets your boss take the next step.

Be prepared for the big chill
Your company may rise to the occasion and cough up the cash, but may resent being manipulated and some feathers might well have been ruffled. Many people come out smelling of roses, but watch out for the thorns too. Keep your dealings to yourself to avoid provoking jealousy or competition among colleagues. For advice, talk to people who aren’t associated with the situation.