A matter of timing

Timing is critical. When it’s easy for a boss to say ‘no’, then she or he will do so. Friday afternoon is a good time to ask for a pay rise because the boss can then spend the weekend worrying that you might leave.It also gives the boss time to work out how they are going to justify your increase to their own direct report. Max says: “Do not rush your boss into a decision. Use phrases like ‘I would like you to think about’ and ‘at an appropriate time …’

“So it goes something like this: ‘Jane/Jack as you know I have been with you now for nine months and the job has developed in some interesting ways, particularly in xyz.

“I would like you to review my salary arrangements. As you know the range for my job is from x to y. I don’t expect an answer immediately as I know you will want to think through my contribution and my market value.

“However, you can appreciate that I would not have mentioned this unless I had given it a lot of thought. Thank you for this opportunity Jack/Jane. I know you will do your best for me.”

Finally, remember the second rule of negotiation, “if you don’t ask, you

don’t get”

Interpreting the answer

Recruitment consultants would also add a piece of advice about what to do if you are turned down.

It’s all in the delivery. If the boss says to someone ‘we can’t right now but let’s look at it in three months or six months’ then they probably mean it.

However, if your direct report delivers an outright ‘no’ then you might want to think about joining another company.

Make sure you do your research. If you are in sales or another revenue generating positions your chances are better than those that are not.

Story by Kate Southam, editor of CareerOne. Go to www.careerone.com.aufor more career related articles. Job hunting and workplace questions can

be directed to CareerOne by emailing: editor@careerone.com.au