Salary Center

Are You Ready to Negotiate Your Salary?
by Michael Chaffers

Whether you're sitting down with your boss, an HR representative, or someone you want to work for, your ability to get what you want depends on your preparation. So think about what you want, what the other side wants, and how you can persuade him or her to come around to your way of thinking.

Preparing for a successful negotiation requires clear thinking, focused attention, and the willingness to do some research. This quiz will gauge how well you have prepared and how ready you are to negotiate.

1. Are you sure you have selected the most appropriate person(s) with whom to negotiate?
	Yes, I considered all the different people who have influence over my career and some role in deciding its future.
	No, I just assumed that this is the right person since she is my boss.
	No, it did not seem worth thinking about.

2. Have you identified the important issues that you and your company want to negotiate (e.g., salary increase, non-monetary compensation, job responsibilities, etc.)?
	Yes, I have, and I have also asked my boss about what she expects from me.
	I know I want to talk salary, but I haven't anticipated what my boss wants to discuss.
	I am only interested in the bottom-line--how much they are willing to pay me.

3. For each of the issues above, have you thought about what really you need and why you need it?
	Yes, I have asked myself why I want what I want and tried to determine what I really care about. Then I prioritized the items on my list.
	No, I have a sense of what is important to me, but I have not really examined why.
	No, I want more money and a promotion.

4. Have you tried to predict what the company wants out of this negotiation?
	Yes, I have anticipated what my boss's agenda may be, then consulted with colleagues who have been through a few of these types of meetings.
	No, I assume we have the same goals, but I'm not really sure.
	No, I do not see why its agenda is important. I know what I want.

5. If you do not like what your boss offers you in this meeting, have you considered what you will do?
	Yes, I have developed a Plan B that includes actions I will take and alternative ideas that will work for both sides.
	No, if I have to, I can think on my feet and adjust my requests to what they offer.
	Yes, if I do not get what I want, I will think hard about leaving.

6. How would you know if the offer presented to you were fair and appropriate?
	I have researched the market and my company to find out the typical range of salaries and compensation for people with similar skills and experience.
	I have asked a few of my peers at work what they make.
	If I get what I ask for, then I know it is fair.

7. Do you know who has the final signoff on the outcome of your negotiation?
	Yes, I am aware of the chain of command that is responsible for finalizing this process and have thought of ways to help my boss present my case to senior management.
	No, I just figured that my boss would make the decision.
	No, I think my work speaks for itself.

8. Is there anything about your relationship with your boss that may make this conversation difficult?
	No, we always discuss any problems as they occur, so I don't foresee having to address them during our meeting.
	Yes, we've had conflicts in the past, and I am prepared to address them if they come up.
	Yes, but if conflicts come up, I will point out that the meeting is about my work performance, not our personal differences.

9. Have you put together a plan for the meeting?
	Yes, I have written an agenda to make sure that I touch on all the key issues.
	No, I know what I want to talk about, but I'm not sure what my priorities should be.
	No, I don't think the sequence in which I discuss each issue matters, as long as I know what I want.