1. Know what your walk away position is

Create a strong alternative in your mind. You are much more likely to enter a negotiation confidently if you have something else in the pipeline.  

2. Think from their perspective

What makes your boss tick, what matters to them? Is it the strategic focus you bring or the immense product knowledge, focus on whatever it is they like or need.

3. Collect the facts

What have you delivered and more importantly what’s the impact you’ve had on the business? Whether sealing the deal with a new client or leading the delivery of a new project, be clear what part you played. If there are numbers even better.  

4. Know your worth

Not just your value in the market but also the value of your job in the marketplace, there is a difference.  

5. Get to know them

Remember building a relationship with our boss is like running a marathon not completing a sprint. It is not about talking to them in the week leading up to our conversation. Drip, drip, drip  over time.

6. Build your allies

Our pay is rarely just down to our immediate boss. Think of the mood that surrounds the decision makers. Who else is a key influencer? What do they think you are worth?

7. Choose your time carefully

The timing of your approach is critical, make sure your boss is in the right mindset, just before presenting to the board or heading off on holiday would not be ideal. Be sure they are able to give it the attention it needs.

8. Decide where to compromise

What are you willing to accept? The negotiation is not just about the pay you need to consider the benefits, responsibilities, hours too. 

9. If you get pushback asks questions

Work together on criteria for what you need to do to merit a pay rise so you have clear focus. Can you show you are delivering on this already?

10. Stay positive

If it doesn’t seem to go the way you planned focus on the future.