HOW TO GET A PAY RISE

Ad­vice from or­gan­i­sa­tional psy­chol­o­gist Liane Davey, au­thor of You First: In­spire Your Team To Grow Up, Get Along, And Get Stuff Done

BBC Earth (Asia) - - Science -

CHOOSE YOUR MO­MENT

“Tie the tim­ing of your re­quest for a rise to pos­i­tive re­sults. If you have a notable suc­cess in the mid­dle of the year, start the dis­cus­sion soon af­ter­wards. Even if the pay cy­cle means the rise can­not hap­pen for some time, you will have seeded the con­ver­sa­tion at a mo­ment when your man­ager is feel­ing pos­i­tively in­clined to­wards you.”

KNOW YOUR WORTH

“Be­fore mak­ing your re­quest, write down a list of your ac­com­plish­ments, and ask a trusted con­fi­dant what you bring to the team – par­tic­u­larly what is unique about your con­tri­bu­tion – to en­sure you get a com­pre­hen­sive list. Be pre­pared to talk about the im­pact you have, rather than ef­fort alone, as this is what makes your case for a rise com­pelling.”

PLAY IT COOL

“In dif­fi­cult con­ver­sa­tions, your tone and body lan­guage are es­pe­cially im­por­tant. Go in calmly and pro­ject­ing that you be­lieve you are adding value. Don’t un­der-do it by drop­ping eye con­tact or mak­ing your­self smaller. But don’t over-do it by rais­ing your chin too high or mak­ing state­ments or ul­ti­ma­tums you don’t in­tend to fol­low through – that will de­stroy your cred­i­bil­ity.”

ASK FOR CLAR­ITY

“If you are un­suc­cess­ful, first find out why your re­quest was de­nied. Do not let your man­ager away with a su­per­fi­cial an­swer such as ‘we don’t have the bud­get’ – there is al­ways bud­get, so ask what else took pri­or­ity. Next, ask what spe­cific ac­tions you can take that will make you more likely to be given a pay rise in fu­ture.”

BE FLEX­I­BLE

“Re­mem­ber that pay is only one way your com­pany can demon­strate your value.

Some com­pa­nies have lit­tle room for pay rises, but more room to ne­go­ti­ate on an­nual leave, flex­i­ble hours or work­ing from home. If your ef­forts to get a rise are un­suc­cess­ful, do not give up with­out first search­ing for al­ter­na­tive sources of value.”

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