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.


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.

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Because some bosses even learn by seminar to reject salary wishes of their employees, and many respond almost automatically rejecting. "I want more money!" - if you fall into the house with the door, 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 afford more for more money, the boss is tuned immediately milder. If you can prove with records that you have already achieved a lot, that is also good.

It is best to start with a suggestive question in the conversation, such as: "Do you agree with me that my work is therefore very important for the company?" If your boss now agrees with you, then later he can badly meet your demand by devaluing your performance.

Specific demands for more salary: Not at any price


Then formulate your claim as concrete as possible. Name a clear number. Example: "Due to my efforts in the past months, I hold a raise by X? reasonable. "Provide a plausible justification for this sum at this time. Choose the amount so you have some room left. And caution: Never give a margin - then you always have to negotiate at the bottom.

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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 respond 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 surely 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 immediately, if the boss does not agree with you: First agree with him in part, only then counter with a counter-argument. But avoid "yes-but" formulations that signal that you have not really picked up on your boss's arguments. Better: Use a connecting "and": "Of course you are right that the costs for the new IT system have already weighed heavily on our budget, and I can catch up on these costs with a quicker order processing, so a salary increase is quite possible . "Or," Yes, I know we have to save. And with my many ideas, I successfully contributed to the company's success last year. Should not that be rewarded? "
  4. Sometimes the boss drives a frontal attack, which makes one speechless: "Why should I just give you a salary increase? You have not been in the company / in your position for very long. "Or:" Today you want more salary and tomorrow all your colleagues are sitting here. "Do not let this impress you - comparisons do not draw:" I think, my situation must be considered individually, one can not transfer this to another colleague. Besides, of course, I will not tell anyone about our agreement. In this respect, nothing stands in the way of our conversation. "And then simply repeat the most important performance arguments.
  5. Instead of responding to counter-arguments but only defensively, it is sometimes more clever to name and refute arguments that you expect from your boss. "They will say that the company can not afford to pay me more. But in my opinion, that can be offset by the added value I bring to the business. "But beware, it can happen that you wake up sleeping dogs and bring the boss to new counter-arguments - because you really do not know what he is thinking.
  6. Finally, two special tips: Images address feelings and are understood immediately. So use metaphors and comparisons from areas your boss knows about and empathizes with. He likes to golf? "With this project, I have 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 in the company certain metaphors are currently in demand, such as "reach the ball height" or "better positioned". Or let small stories flow into your argument that touch the personal interests of the boss and arouse positive associations: "Remember the exhilaration that inspired us all at the Football World Cup ..."
  7. Pay attention to the body language of your boss - then you can at least guess what your boss thinks. He presses his lips together, lowers his head or clenches his fists? Then you steer quickly to another topic where you can find a common ground again, because the boss is about to explode. The boss is surprised, he raises his eyebrows or raises his palms? Time for a consultation: "Your expression indicates that you disagree with my remarks. Which point bothers you exactly? "The boss rolls his eyes or plays around with objects? He has dropped out of the conversation - gently bring 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 both of you can live with: ask the boss, for example, for his suggestions: "What options do you see?" Build him verbal bridges that highlight similarities: "We are we all agreed on the value of my performance? "

If the boss makes it clear that more is absolutely not in it, and you are not satisfied, you can first be satisfied and thus show your willingness to compromise - but not without making your point: "I would not be satisfied with that. But we can talk about it again later. "Or you offer alternative ideas:" But I think we'll find a solution anyway. I have a list of possible salary alternatives here ... "

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