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How to Negotiate a Raise [by Karen A. Lefkowitz] All lawyers attempt to master the art of negotiation. Although frequently they use the art to further the interest of a client, lawyers sometimes need to negotiate for themselves. That is especially true when the goal is a raise.
Experts say there are important rules to
that employees should be aware of internal
may have. Knowing what to expect can be a
follow in securing a raise. To begin with,
and external pressures such as the financial
tremendous aid in handling the overall situ-
employees should not ask for raises unless
stability of the company and the current state
ation.
they have been at the company for at least a
of the economy.
year or more. Other issues to consider are a
Mr. Chapman suggested some things not
self evaluation of performance, timing, the
Employees should find out if their organiza-
to do when requesting a raise. “Do not talk
approach, and alternative options to a pay
tion has a scheduled time period for making
about how you need this or need that. Sym-
increase such as more vacation days, flexible
raise requests, experts advise. Mr. Chapman
pathy doesn’t work with lawyers. Do not give
work arrangements, or stock options.
suggests drafting a memo and handing it in
ultimatums and don’t threaten to quit.”
a few weeks before the employee would like It is imperative for employees to have a firm
to schedule the meeting to discuss a raise
The employee’s attitude is extremely
grasp of their job description and the com-
request. He stated, “the memo should be no
significant, experts say. Weakness never
pensation policies, experts say. Self evalua-
more then a page and should list your targets
looks good, but neither does arrogance.
tion is an important first-step in deciding to
and goals.”
An employee should be prepared to support his or her reasons for wanting a raise
ask for a raise. Understanding one’s worth is essential. Jack Chapman, a Career & Salary
The status of the business can play a key role
and gracefully handle whatever decision is
Coach and founder of www.salarynegotia-
in whether it is an appropriate time to ask for
made. Maintaining a confident, professional,
tons.com, stated, “an employee must look
a raise. If the business is doing well, this can
positive attitude, as well as having the cor-
at what is special and unique about their job
prove an opportune time to try to reap the
rect information to support the request, will
performance; that is what a boss will pay
benefits of the company’s success.
facilitate a successful interaction.
for.” If an employee has recently experienced a
If a request for a raise is denied, career
Experts recommend that employees review
major achievement, such as winning a case,
consultants advise that an employee should
their accomplishments and be prepared to
this can also be a superb time to ask for a
suggest some alternatives such as extra
discuss how and why they have added value
raise, according to Mr. Chapman. Another
vacation days or stock options. If this is not
to the company. Keeping a job diary is an ex-
great time is if an employee has been handed
an option, employees should consider look-
cellent way of maintaining a record of one’s
additional responsibilities or an annual
ing for new employment where their financial
accomplishments.
review is pending.
needs will be satisfied.
Successful research will assist an individual
Understanding the culture of the office, as
Employees willing to remain with the com-
asking for a raise, experts say. Review what
well as the bosses’ personality, plays heavily
pany despite the lack of a raise should ask
others in the same position in and out-
into the effectiveness of the approach. The
their employers what improvements they
side the organization make. Mr. Chapman
specific tactics used should be dictated by
can make in their performances. Positive
recommends utilizing the Internet. “Jobstar.
the character of the boss, the employee’s
changes may result in a raise in a subse-
org has the mother load of online salary
relationship to the boss, and the general
quent year.
surveys,” he said.
culture of the business environment.
Timing is critical. Planning ahead will help in
Career coaches stress the importance of
improve the chances of receiving a raise. An
achieving the desired result. Experts advise
anticipating what reactions a supervisor
employee should sit down with his or her
Mr. Chapman suggests an exercise that can
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