Salary negotiation: counter-offer intelligence

They give, then they take
After the counter-offer, you may be expected to perform better than ever. That's what happened to Julie Wantham, a 29-year-old Web Designer. ‘My workload definitely increased. I got the feeling they didn't want me to get something for nothing,’ Wantham recalls. She was prepared and, because she had felt somewhat unchallenged, launched enthusiastically into the work.

On the other hand, if you've already been shouldering a heavier workload in the hope of getting a pay rise, be sure to highlight this point when negotiating. Remind your boss that your job has attracted more responsibility since you started and that you feel that your valuable contribution to the company is no longer reflected in your salary. This is also an opportune moment to go for a bigger, shinier job title.

Don't go breaking their heart
‘When someone comes to their employer with a job offer from elsewhere, it's not a great sign. Not only does it show they aren't happy, but some may see it as a sign that they aren't the most loyal of employees,’ says Bob Nelson, author of 1001 Ways to Take Initiative at Work. You may not have been pounding the streets with your CV (in fact, the job could have landed in your lap through a friend of a friend), but your manager may perceive otherwise. Your best bet is to meet with your manager at appropriate intervals and speak about your skill, experience and, therefore, salary so that getting to this ‘counter-offer stage’ is a last resort. A final word about loyalty: while employers value it, they are in business and it's always advantageous for them to get you as cheaply as possible.

Two cold hard truths
Few people are indispensable
‘As heartless as it sounds, a lot of people out there would want your job and could probably do it,’ says Nelson. Some employers would rather start afresh with someone new rather than keep you around. Take a hard look at your contribution to the company, before giving them an excuse to let you go.

Good help is hard to find
Finding replacements can be time-consuming and expensive, so bumping up your salary might be a small price to pay compared with the outlay in time and money to replace you.