Chances are, that at some point in your career, you’ve been asked (or even told) to increase your workload and deliverables. This is common given the need for many organizations to re-organize internal workflows and responsibilities. These demands have been further exacerbated by the decreased workforce in certain regions.
How do you respond to these changes? If you have wanted to negotiate for improved terms at work, consider the following tips.
1. Be clear and concise with your request.
A common outcome at the end of such meetings is that the employee believes that the employer will have understood the request. Or worse, that such conversations do not need to happen because the manager should approach the individual with a promotion or raise. If you have a request, ensure you articulate it clearly and concisely. Leave no room for misunderstandings and interpretations. You should not fear approaching your manager to discuss your job. Even if the response is no, ask why so you can better prepare for next time. Consider it a long-term discussion, and work to eliminate the reasons for the denied request. If you did not plainly state your ask, do not assume anything will come of the meeting.
2. Understand your employer’s position.
Your work and salary are clearly top of mind for you, but it is not for anyone else; not even your best friend. We all live in our own bubbles, with our own priorities. It is not that your boss does not care, but they have different priorities. So, what are your employer’s priorities? How does your request benefit them or your department, as well as you? What are the reasons your employer might reject your request? Be honest with yourself. If you cannot think of the answers, ask a colleague you trust. Ensure you start the negotiation by presenting the situation from the perspective of your employer, then make your ask. Especially if you are concerned about appearing aggressive, this is a great way to show you understand the concerns while advocating for yourself in a manner that demonstrates situational awareness. In your preparation, think of one to two examples you can use to assuage any of their concerns.
3. Rehearse.
Practice not just what you will say, but what you won’t. Even the world’s best negotiators prepare for a point in any negotiation when it can take a turn for the worse. This includes preparing for trigger words and cues, and how you may want to halt the conversation and resume it on another day. As the adage goes, hope for the best and plan for the worst. Think of follow up questions in case your request is denied. What is their rationale? How can you alter the outcome in the future? What if the person does not show up to the meeting? Depending on your situation, you may even want to meet individually with key decision makers in advance of your meeting.
4. Civility and Resiliency.
Maintaining a level of civility throughout the process, regardless of the outcome, will put you ahead in more ways than one. If nothing else, you can hold your head of up high and know you did everything with dignity. This will certainly come in hand the next time you ask, as you should certainly make your ask again. It is not uncommon to make such requests more than once; so approach your first attempt as a profound learning opportunity. Though we may not want to admit it at the time, each setback contributes to our aggregated marginal gains if we learn from them.
5. Speak with an expert.
If at any point you have any legal and/or financial questions, ensure you speak with your accountant and/or lawyer regarding your specific situation. If you need help with presenting yourself, improving your confidence, and/or conducting a verbal 360 to better understand the viewpoints of others, executive coaches like myself are invaluable resources.
