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How to Lead a Successful Salary Negotiation

Mr. D. does a lot for himself Company and his expenditure rise and rise. So far, Mr. D. has always waited until the right time to ask whether “more Money in it” – because the boss is constantly complaining about the bad economic situation. But that is about to change, because as a qualified employee he wants his own Performance also see accordingly remunerated.

It is therefore a mistake to wait modestly. On the contrary: If you want to emphasize your skills, especially in a difficult economic situation, you should do more every 18 to 24 months salary demand – what costs more is worth more! But: The sound makes the music. Rhetorical skill is particularly important when it comes to this sensitive topic in order to get your arguments across in the best possible way. Compose a perfect score for the salary interview!

Find the appropriate arguments

However, Mr. D. does not want to run the salary interview unprepared, but plans it exactly. It would also be wrong to argue with his personal reasons, because the boss does not care that Mr. D. still has to pay off the installments for the house and buy a new car. He has to find better arguments.

Again, your higher expenses are not a good argument. Then you better create a piggy bank.

Who achieves something is worth something

If you do something, you bring it Company and thus direct benefits for the boss. And that is a very good argument. In order for the boss to see how he benefits from your work, you have to make that clear to him.

To do this, list your achievements – the sooner you start, the better. That strengthens you too self-confidence for the negotiation. But do even more: achieve success through above-average Commitment: For example, bring new ones ideas or take on more responsibility on your own.

Checklist: How to keep your success diary

Find the right argument: Keep a success diary! The Planning for the conversation starts long before - with a diary in which you enter all your successes. Important: Be as specific as possible, because “I have new customers won” is a little thin.

The best time for a boss conversation

When does it fit, when is the best time to salary? That's when you have the best arguments, for example after a project has been successfully completed or when the last salary increase is already a while back.

But also when the economic situation is good, when the boss has just returned from vacation in a good mood or himself successfully was a good time psychologically. If that's not the case, it's better to keep writing in your success diary.

How much can you ask for?

Before the interview, it is imperative that you determine how high your claim is and what amount must not be undercut under any circumstances. With a certain amount of leeway, you are flexible. This puts you in a safe position when negotiating and Respect with your boss. Wicht: Don't sell yourself below value, but don't make unrealistic demands either.

Mr D. first obtains information from his professional association about comparable salaries in his position. Then he researches the economic situation of his company by studying the balance sheets, I aufmerksam studying the employee magazine and talking to colleagues. This gives him a clear picture of how much he can demand. In addition, he makes a list of monetary values Alternativesthat he can offer his boss in lieu of the raise.

Checklist: Use salary alternatives

Salary alternatives can be a good alternative: Maybe you can also use the smart company scales privately? These are possible salary alternatives:

This is how the conversation becomes a success

Getting Started: Don't fall straight into the house! "I want more money" - if Mr. D. starts the conversation like this, he can forget it immediately because the boss will then switch on immediately Resistance.

Better: Ask the boss to talk about your further development and perspectives in the company: "I would like to talk to you about my development." If you declare your willingness from the start, new Tasks take over, you are committed, but it is clear that money will also be at stake.

The do's

The don'ts

Argue with numbers and facts

Then present your achievements, which you substantiate with facts and figures. Always think about the benefits for the company. Example: "I won X new customers last year and thus increased the company's profit by 50%."

Then try to get your boss's approval. The best way to do this is with a leading question: “Do you agree with me that my work is therefore very important for the company?” If he now agrees with you, your boss cannot subsequently dismiss your claim by devaluing your performance.

Performance and money should balance each other

Only now forms Be as specific as possible with your request. Name one klare Number. Example: "Based on my commitment over the past few months, I think a salary increase of € is appropriate." Provide a plausible justification for this amount at this time. Choose the amount so that you still have some leeway down. Therefore, do not enter a range – your boss will then always assume the lowest amount.

Now the actual bargaining starts, because your boss will not jump in the air with enthusiasm. On the contrary, in seminars, bosses even learn to reject the salary requirements of their employees, and many of them almost automatically reject it.

Boss objections and counter arguments counter

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They should be common Set follow. This is really important: go ahead with your project, but also talk to the boss in the process. Make it clear that you only want the best for the company in the interests of both parties: “I have already achieved a lot for the company by winning new customers.

And I want to get more involved. I shall for sure even more successful if I am even better motivated by an additional financial incentive - what do you think?"

Checklist: Correctly interpret your boss's gestures and facial expressions

In order to be successful in negotiating, it is important that you anticipate how your boss will respond. Judge the facial expression of your boss correctly. Therefore, pay attention to his physical warning signals and then react:

Respond to counter arguments

A salary increase is not a gift. Find a compromise together. Always take the boss's arguments into account: repeat them briefly. By asking, you show interest and make sure that you understand your boss correctly. Give your boss some right. Then formulate your counter arguments.

Avoid “yes-but” phrases that signal that you haven't really picked up your boss's arguments. Better: Use an “and”: “Of course you are right that the Costs for the new IT-System have already put a heavy strain on our budget and I can make up for these costs by processing the order more quickly, so a salary increase is definitely possible."

Find compromises

Then find a compromise together that your boss agrees with. Ask Follow his suggestions: "What options do you see there?" Build verbal bridges that highlight what you have in common: "We agree on the value of my work."

Start with a strong argument, then the weaker ones will follow. But withhold at least one strong argument with which to respond to possible objections: “I'm planning a new one Projects, which will bring great benefits to the company because…”

Anticipate counterarguments

Instead of reacting defensively to counter-arguments, it is more skillful to name arguments that you expect from your manager and to invalidate them. “They will say that the company cannot afford to pay me more.

However, according to my calculations, this can be offset by the added value I bring to the company.” However, there is Risksthat you wake sleeping dogs and bring the boss to new counter-arguments.

Metaphors and comparisons

Use metaphors and comparisons to convince the boss, because pictures speak to the feelings and are immediately understood. Use metaphors from areas your boss knows and can empathize with. Does your boss like to golf? “With this project I achieved a hole-in-one”. Is he a passionate mountaineer? "With the Motivation With this additional fee we could reach the summit together. "

In some companies, certain metaphors are in vogue, such as “reaching the ball”, “innovative” or “better positioned”. Let small stories flow into your reasoning that affect the personal interests of the boss and arouse positive associations: “Do you remember the exhilaration that inspired us all at the World Cup…” Your boss likes to golf? Argue with appropriate metaphors!

Checklist: How to respond to your boss's typical objections

Your boss will have many objections as to why he doesn't want to pay a few more euros. Here are some possible reactions for you:

You're worth it!

Know your worth - you define where you are satisfied are. Don't be afraid to say what you're worth. And: The company is reluctant to let valuable employees go, so they will try to find compromises.

If your boss does not agree, ask him for another specific appointment for a follow-up interview: “If I carry out my planned project, when would you come to meet me? When exactly can we have a second conversation on this topic? ” Remain calm and do not make any hasty decisions, such as a termination: Mr. D. The first impulse after the rejection of his wish is: "I will quit and become self-employed" But after careful consideration, he still sees a future in this company. However, he wants to be transferred to another department because he sees the problem in the person of his boss.

Checklist: Your short protocol after the call

After the conversation, keep a brief record of what came out. Remind your boss with the agreement. If your request has been rejected, the protocol will help you to reflect on what you might do better next time. Create a short log. Write down:

How to respond to demands and criticism of your boss

Just don't start from the worst: "What does he want now?" Groans Mr. D. when his boss orders him to come to him. Last week's conversation is still in his bones: he had made a mistake.

Do not be offended

The boss was angry and quite unfair: "Apparently you are completely incompetent. In the future you will work around the clock until everything is back to normal Order is!" “I'm already doing what I can. But how about if you gave more precise instructions in the future” Mr. D. replied snappily and made three mistakes at the same time: He showed the boss that he insulted and was attacked, justified himself and attacked the boss at the same time.

Oh boss, what is coming now?

There is another way of doing it: Make sure you get on well with others, but also unfairly Criticism and be able to parry taunts with quick-wittedness. You can also apply a lot of this to the boss. Nevertheless, a little more tactical restraint is appropriate here: Too much cheek can cost the job. Better: Confidently support your skills even in difficult situations.

Accept does not mean understanding

Basically: You don't have to accept all of your boss's reactions, eg you aren't completely incompetent because your boss insults you like that. But try to understand why he's reacting the way he is - maybe because you made a mistake and it got him in trouble. From that factual level, you find one together Solution for the problem.

Show criticism by serenity

If your boss criticizes you, nothing works like that sovereign like serenity. If you keep your nerve even if he attacks you unfairly, for example with: “Your argument doesn't make anything at all Sinn", You show:" I am capable, I have everything under control. " For example with this self-confident answer: "You see it that way, in reality this is a very useful argument." Serenity convinces every boss. The good thing: you can train them.

As you also think clearly and logically in case of trouble with the boss

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Be careful how you react when you have an uncomfortable conversation with the boss. Go in Head go through everything again: what went well, what didn't? When were you sovereign, where could you have reacted better?

You will find out that there are situations in which you are automatically annoyed. For example, if your boss generalizes about individual mistakes ("You always do everything wrong!"), ridicules your skills ("What do you have to say anyway"), gesticulates, fast or talking loudly and much more. Always remember: even if things didn't go so well - next time it will be better!

Think positive!

Stay cool! Wrong: Mr. D., called to the boss, immediately thinks of further criticism and is loaded accordingly at the beginning of the conversation. Right: First of all, start with the positive - and from what you know. Do not interprete anything in utterances that was not said. Maybe the conversation has a positive reason?

Build a positive attitude towards your boss: He is only human. Even if he has a different opinion than you, that's fine. But you too are perfectly fine and make your workforce available to the company. And you need each other.

Checklist: reduce stress

When you get angry, your body releases adrenaline that can interfere with the logical mind. If you reduce it in time, stay calm.

Detect triggering mechanisms

Recognize which buttons you have to press to make you explode and intercept these mechanisms. Rationally grasp that the boss presses your shutter button. Find a personal code word that you then say to yourself to gain some distance, such as “stop” or “cool”. Or associate an image, such as a stop sign. Now force yourself to consciously focus on the factual Information in the utterance and simply ignore the attack.

For example, the boss snaps at Mr D.: "When will the report finally be ready?" Normally, Mr. D. would react irritably to the trigger “unfriendly tone of voice”. However, Mr D. has practiced only perceiving factual information: his boss is in the office himself Stress and let him help him by making haste.

Checklist: Answer sourverän and friendly!

The body often warns you that you will soon get angry or get stressed - it varies from person to person: e.g. due to tension, restlessness, sweating, shortness of breath, pain, a queasy feeling in the stomach - or about your inner self voice. Be aware of this, because these signals will help you to gain distance in good time. How to categorically correct criticism without justifying yourself:

Say no: Respond properly to performance requirements of the boss

Mr. D. feels overwhelmed: His boss expects above average work, but Mr. D. is already working at the limit of his capacity - he would like to swallow everything until the next salary conversation, to make a good impression.

The boss will realize at some point, what he has on him. But this attitude is fundamentally wrong: Fewest bosses recognize by themselves, when the employees are overloaded and burden them more and more. Mr. D. is becoming increasingly dissatisfied and nervous and urgently needs to set healthy limits.

If you don't say “no”…

Always saying “yes” is not just good nature or indifference. Who does not "No” is saying “no” to himself inside, because he is his own needs denied. Therefore, train your “no” in a targeted manner. If you never say "no," you'll eventually feel totally overwhelmed!

Better: say “no” in good time, calmly and clearly without getting hurt if the boss's demands become too much for you. This earns you respect for asserting yourself and prevents you from long-term personal Problems up to burnout. Of course, it doesn't make sense to refuse all of your boss's requests - that would certainly be harmful to them Career. However, if there is no other way, you have to be consistent, otherwise you will come up short.

Checklist: When is a “no” appropriate?

You don't need to feel like you are hands bound: you dare. Say no!

Checklist: How to deal with your fears of saying "no" to:

Consistently saying “no” can be for some People be a real test of courage. But it is absolutely necessary so that you can live a happier life yourself. This is how you deal with your fears. First, be clear about why you Anxiety have. Because they:

Be clear: Many bosses use these fears and try to persuade employees to say yes through slight manipulations, such as pressure, pleading a bad conscience, surprise or flattery. Do not let manipulate and stay consistent and, if necessary, quick-witted.

Checklist: Work on your fears

Work on your fears. Be quite realistic: What consequences do you have to expect? Are the negative consequences really as bad as you fear?

Clear information leads to positive reactions

Many people appreciate clear information that they can use to orient themselves. Because that shows your self-assurance and consistency. Better refuse in time than to be kicked off behind!

On the other hand, Mr. D.'s is wrong Behavior. He tries to meet all requirements and does not express his reservations clearly: "Actually, I don't have any more time... but of course, that's still possible.." But soon he can no longer do anything properly, misses appointments and ultimately has to work after all give up because he can't make it.

He reproaches his boss for this: "You can't do it at all to organize, otherwise you would have relieved me of my work." His boss is now really angry: “If you had said right away that you would not make it, Mr. D., I could have planned differently. Your sloppiness is now delaying an important project!”

Checklist: How to say “No” correctly.

The sound makes the music. When they feel pressured or overwhelmed, many people tend to say "no" excessively violently and unkindly. Right: Always stay polite and pack your “no” skillfully:

When the boss lets his power play

Without a doubt: your boss has power because he influences your earnings, your development opportunities and your work. Power in itself is not negative – Your boss also has a lot of responsibility. But it is bad when superiors use their power to enforce their wishes, for example by threatening warnings, dismissal, transfer or denial of promotion.

Why some bosses are like that

Fewest bosses are by nature evil. When a supervisor lets his power play, it's mostly because he does not know anymore. And threatening is just faster than discussing.

Mr. D. hears from his boss: “I already told you last week that you have to make more efforts. If you don't finally do that, you can forget about your promotion. This is a service instruction. Take it seriously! ” Mr. D. is speechless and angry. But when a threat is made so aggressively, it is wiser to give in first, because you will always be the loser. However, you should not give in in all cases, otherwise you will not remain true to yourself and will no longer be taken seriously at some point. And: Sometimes gestures of humility make sense - but not always!

Checklist: Do not be afraid of the boss

The following questions will help you visualize the "intention" behind the fear Eyes to lead and to dismantle them a little.

Determine the limits of the boss's power and stick to it. Mr. D., for example, is willing to work longer in the evenings. But under no circumstances does he want to come to the company on weekends. “I want a promotion, but not at any price! Is his answer.

Determine where the boundaries are

The power of the boss is finally. How powerful a boss is always depends on how much power you grant him, because that's what he defines his power for!

Refuse to play the power game. Make yourself independent of the power of your boss. Important: Don't respond to threats. Try the conversation constructive to continue by finding a compromise together with factual arguments. Of course, you must also be willing to bear the consequences, because only then are you truly independent.

Do not play with me

Mr. D.'s boss threatens to resign. Mr. D.'s reply: "I appreciate my work very much, but if it couldn't be done otherwise, I would also leave the company." This neutralizes the power of his superior and can now communicate again on a cooperative level. To this end, he continues to signal his willingness to compromise: “So that things don't go that far, I would like to come up with a constructive solution with you. I therefore suggest that you work longer during the week, but I would like to have the weekends off for that. ” Just don't play the game!

Show willingness to compromise in negotiations through questioning techniques

Ask open-ended questions: “What do you propose?”, “Which Regulate apply here?" or “What do you think is a good compromise?” By doing so, you signal an honest interest in a factual agreement.

Power games as a topic of conversation

Another way to get out: Make the power play a topic of conversation: “We should stop, to argue emotionally, and to get back into conversation on a factual level”; "Is that how we want to treat each other?" or “I don't think it's helpful right now if we're just thinking about an all-or-nothing alternative, let's get back to the conversation. I would like to discuss this issue with you constructively.”

I formulations

Acknowledge your feelings, desires and observations and talk about them Honestly from: “I feel under a lot of pressure from you”, “I am quite dissatisfied that I now have to complete this task under time pressure”;

"I would like more help from you with this project" or "I'm a little unsettled by your criticism and I can't do my work in peace." Speak consciously in the first person, don't hide behind an impersonal "man" or "we" - that comes across as more believable. Wrong: you-messages like “But you are irrelevant!” act accusing and solving resistors and barriers that impede the flow of the conversation.

To practice criticism of your boss

If your boss's way of acting doesn't suit you, you should address this: If you always swallow criticism, you will become permanently dissatisfied or “burst” at some point.

Checklist: Rules for criticism of the boss

But very few bosses treat their leadership role that way confident that criticism would be a matter of course for them. Very special rules therefore apply to your criticism of the boss:

Stay friendly!

Friendliness prevails. In the Psychology the mechanism behind it is called cognitive dissonance: With a charming smile you confuse the aggressive superior because he expects a different, equally aggressive reaction.

He wants to close this gap reflexively and comes to meet you. Apart from that, sovereign friendliness is also contagious, because your boss will barely manage to return your open smile with threats.

Confuse the aggressive boss

If your boss lets his boss play his power very aggressively, he probably wants to get you upset and make us vulnerable. So confess insults and outrageous attacks quite confidently and thwart his plans calmly:

"Please stop insulting me, because we want to come to an objective agreement." A little sharper: Show your boss that you have seen through him, then he feels caught and will be embarrassed: "You keep interrupting me, obviously my arguments are so good that you don't want to hear them."

The do's

The don'ts

Please do not hit back

Not recommended: Striking back with threats, such as "If you deal with me like this, I will go to the competition." Even if you have a certain amount of power because you are working on a project that is particularly important to the company, are practically irrevocable or have special knowledge and skills, a direct confrontation endangers your position or at least the relationship with your boss.

If you really get stuck in the conversation: Look for allies, such as the works council or boss's boss. A combative conflict may be only the last resort, because it always draws a short straw! But: do not become aggressive. Better: Imagine the boss in underpants! This helps to reduce aggression.

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