More money in salary talks: convince the boss of his own performance with 7 rhetoric tricks


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Who wants to go out of a successful salary with more money, not only need a good preparation, the interview must be correct. 7 tips.

More money in salary talks: convince the boss of his own performance with 7 rhetoric tricks More money in salary talks: convince the boss of his own performance with 7 rhetoric tricks


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Simone Janson Simone JansonSimone Janson is publisher, German Top20 blogger and Consultant for HR communication.

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Salary discussion with the boss: no walk

Even if you have waited for the right time for the conversation and also optimally prepared otherwise: A walk is never a salary conversation. Because no boss likes to get more money out. It takes a few rhetorical tricks.

Because some managers even learn to reject salary requests from their employees in a seminar, and many respond almost automatically to rejection. "I want more money!" - If you fall into the house with the door like this, you've already lost. The boss then immediately switches to resistance.

Emphasize perspectives and further development

Better: ask the boss for a discussion about your further development and prospects in the company: "I would like to talk to you about my development." If you show from the start that you want to be able to afford more for more money, the boss is in a milder mood. If you can prove with records that you have already achieved a lot, it is also good.

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The best thing to do is to start the conversation with a leading question, like this: “Do you agree with me that my work is therefore very important for the company?” If your boss agrees with you right now, it will be difficult for you later to dismiss your claim by devaluing your performance.

Specific demands for more salary: Not at any price

Then formulate your request as specifically as possible. Give a clear number. Example: “Because of my commitment in the past few months, do I have an X? appropriate. ” Provide a plausible reason for this sum at this point in time. Therefore, choose the amount so that you still have some leeway downwards. And be careful: never specify a range - then you always have to negotiate at the lower end.

Important: It does not end up that you enforce your salary claim at any cost - because then you are soon on the hit list. Besides, you still have to work with the boss. The salary negotiation should be more of a game than a war.

Negotiate salary - 7 rhetorical tips

If you then start the actual negotiation with the boss, you should pay attention to some tips:

  1. Start with a strong argument, then follow the weaker ones. But hold back at least one strong argument that you can use to react to possible objections: "I am currently planning a new project that will bring great benefits to the company because ..."
  2. Always nice to the boss. Sure, you want more money, but also show that you are only the best for the company Sense to have. How about a sentence like this: “I have already achieved a lot for the company by winning new customers. And I want to get more involved. I will certainly become even more successful if I am motivated even more by an additional financial incentive ... The boss's (counter) arguments can be addressed by asking interested questions.
  3. Do not contradict right away if the boss does not agree with you: first agree with him partially, only then do you counter with a counter argument. Avoid “yes-but” phrases that indicate that you haven't really taken your boss's arguments. Better: Use a connecting “and”: “Of course you are right that the costs for the new IT system have already put a heavy burden on our budget, and I can compensate for these costs through faster order processing, so a salary increase is certainly possible . ” Or: “Yes, I know that we have to save. And with my many ideas, I have successfully contributed in the past year that the company can save. Shouldn't that be rewarded? ”
  4. Sometimes the boss also does a head-on attack that leaves you speechless: “Why should I give you a raise? You haven't been in the company / your position for long. ” Or: "Today you want more salary and tomorrow all your colleagues will be sitting here." Do not be impressed by this - comparisons do not draw: “I think my situation has to be considered individually, you cannot transfer that to another colleague. In addition, I will of course not say anything to anyone about our agreement. So nothing stands in the way of our conversation. ” And then just repeat the most important performance arguments again.
  5. Instead of only reacting defensively to counter-arguments, it is sometimes more clever to name the arguments that you expect from your boss and to invalidate them. “They will say that the company cannot afford to pay me more. In my opinion, however, this can be offset by the added value that I bring out for the company. ” But be careful, it can of course happen that you wake up sleeping dogs and bring the boss to new counter-arguments - because you can't really know what he's thinking.
  6. Finally, two special tips: Pictures address feelings and are immediately understood. Therefore, use metaphors and comparisons from areas in which your boss is familiar and in which he can understand himself. Does he like golf? "With this project, I managed a hole-in-one." He is a passionate mountaineer? “With the motivation of this additional fee, we could reach the summit together.” That sounds too strange? Then think about whether certain metaphors are currently popular in the company, such as “reaching the ball height” or “better positioned”. Or let small stories flow into your reasoning that touch the personal interests of the boss and arouse positive associations: “Remember the exhilaration that inspired us all at the World Cup…”
  7. Pay attention to the body language of your boss - at least you can guess what your boss is thinking. Does he press his lips together, bow his head or clench his fists? Then you quickly steer to another topic on which you can find a common basis again, because the boss is about to explode. The boss is astonished, does he raise his eyebrows or raise his palms? Time for a query: “Your facial expression indicates that you do not entirely agree with my statements. What exactly is bothering you? ” The boss rolls his eyes or plays around with objects? He got out of the conversation - gently get him back by asking for his assessment or suggestion.

Conclusion: In the salary negotiation with the boss on both sides find compromises

In any case, it is important that you find a compromise that you can both live with: For example, ask the boss about his suggestions: "What options do you see there?" Build verbal bridges for him, which point out similarities: "We agree on the value of my performance?"

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If the boss makes it clear that there is absolutely nothing in it, and you are not satisfied with it, you can be satisfied and show your willingness to compromise - but not without making your point clear: “I would not be satisfied with that. But we can talk about it again later. ” Or you are now offering alternative ideas: “But I think we can still find a solution. I have a list of possible salary alternatives here… ”


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