How to negotiate a better remuneration package

Discussing remuneration with your employer can be challenging, whether you have been with a company for several years or are negotiating a starting package with a new organisation.
 
Understanding the salary landscape in your industry and knowing your worth is important, though how you communicate such information, is crucial.
 
Below are some tips to consider when negotiating an increase in remuneration:
 
Answer questions with questions – In negotiations, the person who makes the most statements often loses. Therefore, try responding questions with questions like this:
 
Employer: Why do you think you deserve more money?
Employee: The amount I am being paid is less than the average for a company of this size… am I not worth at least the average?
 
Employer: We have approved a 5% increase to your salary, are you happy about that?
Employee: Is that an appropriate amount given our recent results?
 
Employer: Do you really think you need to go to that conference again this year?
Employee: How can we afford not to?
 

Use questions that start with “What” and “How” – These questions direct the person you are negotiating with to make a statement.

For example:
 
How could we coordinate a car to be included in my package?
What would it take for me to earn an additional $20,000 this year?
How can I demonstrate my value to justify a higher remuneration package?
What your saying is that if we increase revenue by 15% there is a $5,000 bonus we could provide each of our team?
 

Use facts, not opinions – Support your statements with data and examples.
 
Don’t Say: “I feel” or “I believe”
Do Say: “The average is” or “The amount required is”
 

Embrace silence – Don’t rush to fill any awkward silence. Let the other person fill the space, potentially making more statements.
 

Recognise when you are winning a negotiation – When the person you are negotiating with says “That’s right,” it means they are conceding (or close to it). Be cautious if they say “You’re right,” as it often means they don’t want to discuss it further. Be conscious when you too use these phrases.
 
 
If there is a future blog topic you want guidance on or want to share your experiences in using any of these skills in negotiating a better remuneration package, connect with me on my socials: