Most Finance and Accounting professionals are well versed in the technical side of their jobs but are not as skilled at the behavioral and interpersonal side of business. Many employers assume technical skills are a given, so employee skills can quickly become an overlooked commodity. In this culture, Finance and Accounting professionals must develop effective communication and negotiation skills in order to receive performance-based pay increases.

“In business you don’t get what you deserve, you get what you negotiate.”

Negotiating your salary with your employer is a good test of your negotiation and communication skills. Many people dread this often-intimidating process. However, it is important develop these skills for two key reasons:

1. You would like more money and;
2. You will be judged by your employer based on how you handle yourself during the negotiations. Most savvy employers are able to make quick, accurate judgments about your value to the company based on how you negotiate.

So how do you negotiate your salary? Consider these tips to demonstrate your masterful negotiation skills and improve your chances of getting an increase:

• Understand the macro financial constrains that exist: How is your organization doing vs. the overall plan? How is your department perceived? Is your organization’s market growing? How is the organization’s performance vs. its peer group?
• Remember that there is always budget for salary increases for great employees: Just keep in mind that there is seldom a reason to mention this to your employer!
• Be able to quantify the value have you added to the company over the last year: What real, tangible cost savings or revenue enhancements can be directly attributed to your performance? It only counts if it has a real dollar impact, not if it “made us more efficient.”
• Know how your boss is perceived in the organization and how much authority they have: Can they approve a raise without anyone else’s input or do they need to get approval? Are they going to go to bat for you? Why would they?
• Consider your relationship with your boss: If it’s not great, it needs to be rebuilt before you request an increase. If there is no trust between you and your employer, odds are that you aren’t going to get anywhere in a salary negotiation.
• Step into the shoes of your boss as you prepare for your negotiation: If you were them how would you respond to such a request? Your chances of success are greatly enhanced if your employer agrees that an increase is fair.
• Be yourself in discussions: Prepare what you are going to say but make sure it’s in your own words and comes from the heart. If you are new to negotiating, tell your boss that you are nervous. Your honesty will melt all but the most hardened hearts. In certain situations, you could improve your bargaining position by asking for help. Getting your boss on your side of the table when negotiating with the organization can improve your chances of being heard.
• Keep the negotiations face to face: Don’t use email or text, as these means are useless when trying to convince people to do anything for you. Using text or email will simply demonstrate that you’re not being direct; you’re actually avoiding face to face interaction.
• Pay attention to non-verbal signals you are giving: Eye contact and hand movements are the most common means of non-verbal communication. Take a pen and notepad into the meeting and take notes if you need to keep your hands busy. Be sure to make eye contact.
• Talk slowly and ask questions: Be prepared for questions that your boss might ask about why you think you deserve an increase. Answer the specific question that’s asked and listen well to responses that indicate you need to improve (or more clearly demonstrate!) your performance.
• Plan the timing of your request: What day of the week and time of the day is best for your boss? Drop hints before your request to let your boss know what’s coming. Mention that you would “like to find a convenient time to discuss your compensation” so they can take time to think about it before you meet.
• Prepare for your scheduled meeting: Do some industry comparisons as a guide or get some coaching from Aclivity or another trusted resource. Talk to colleagues and find out what tactics have worked for them. Write down your thoughts in advance and practice your negotiation with your trusted advisor. Be brief. Make your points and stress that you are seeking fair compensation for the value you provide to the company. If possible, don’t rely too heavily on your notes in the meeting. If you are trying to make more than 5 points, it’s too many.
• Own your perspective: Truth is a matter of perspective. If you are going to make a point in the discussion that is subjective, be clear that you’re conveying “how you feel.” No one can argue about how you feel and it sounds less threatening than telling your boss what’s “true.”
• Don’t compare your salary with others’: Don’t use comparisons of your compensation vs. other internal employees as a bargaining tactic. This argument will make you look petty since it attempts to justify your increase by comparing yourself with other people. It also reveals that you have had conversations about confidential topics with other employees, suggesting that you may not be trustworthy. Focus on the value that you bring to the table.
• Don’t make threats: Don’t threaten to quit or say you will be forced to start looking for another job; your boss will know that’s a possible outcome if they turn you down. Listen and take feedback. Being told “No” this time will make it easier to get a “Yes” next time. If your negotiation is trending negative you could ask to defer the conversation and request their agreement to bring the topic back up again at a specified time. Ask your boss what behaviors, skills or contributions would necessary for them to consider giving you an increase in the future.
• Don’t justify the raise by talking about your personal expenses: Bringing up your personal finances will be interpreted as a request for your company to compensate for the fact that you cannot manage your own affairs. Focus the negotiation on your tangible value to the company (how you personally make or save them money).
• Remember that there are other types of “increases”: There are a number of other things that you can ask for other than a pay increase which may be easier for your boss to grant. Consider asking for an increase in bonus potential, an extra week of paid vacation, tuition assistance, expense reimbursements like cell phone or home office, a spot bonus for specific tasks well done, or a 401(k) match.
• Do your research: Communication, negotiation and interpersonal skills can be learned. We all have weaknesses in these areas, but we can compensate for them with a little effort. Learning about effective communication and negotiation methods will also help you “read” your boss—and adapt to limitations in their communication skills!

Negotiating a raise is a process, not an event. Introduce the topic and plan on having a number of discussions. Be patient and demonstrate your value without getting defensive. Let the other party warm to your point of view. Rarely will you go in, ask for a raise, and get it without a bit of negotiation. And, remember that we’re here for you if you’d like advice (or practice!) before your negotiation!

Good luck!