Please sir, can I have some more?

Part 2 - timing

Once you’ve done all that, you need to get the timing right. Martin King, Business Development Director, of the REaD Group says: ‘Employers do not appreciate someone just knocking on the door unannounced and asking for a pay rise. The issue should be addressed in a review. If you are not due one for some time, put the choice straight into your employer’s hands and ask for one sooner. They will respect you for this as it’s looking at your whole development not just the money side.’

Don't waste all your preparation by catching your boss at a bad time. If both of you are well prepared for this discussion it’s easier to have a calm, rational look at what can be quite an emotive issue. Don't assume your boss will automatically oppose you. Tell yourself they will be pleased you’ve taken the time to bring your potential to their attention, so you can work better together and maximise your contribution to the organisation.

Part 3 - clarify your argument

Choose a time of day when you know you will be intellectually sharp. Set the tone by providing a summary of how you view your performance. Work down the list of your significant achievements as if you’re describing what you do to a prospective employer. Don’t exaggerate. If anyone can spot an exaggeration, it’s your boss. If the manager agrees with your assessment, then you have made it easier for him or her to justify a pay increase. If your manager doesn’t agree, then life becomes more interesting.

Sarah Thomas, European Business Development Manager for the Recruitment Company Office Team, regularly delivers presentations on how to ask for a pay rise. She stresses the importance of preparation and timing and warns against being emotional or confrontational. ‘Never back your boss into a corner by threatening to leave. It has a good chance of backfiring.’ Paul Wilson, Managing Director of Michael Page International, cautions, ‘Never use personal reasons – demanding an increase because a colleague has just had one is unprofessional and not the way to secure a positive response.

Go in believing you will come out with what you want but be prepared to compromise. There may be factors you are unaware of that make it difficult for the company to award a pay rise. Work out a fallback position. Are there other things that would be as valuable to you as more cash – extra holidays, training, or more flexible working arrangements, for example? Don't see this as win or lose; it's more of a give and take situation.

Find out more about the art of negotiation

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