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PROVE YOU’RE WORTH IT Pick your timing too – the best time to strike when negotiat- ing a payrise is just after you’ve been involved in a win or taken on an additional project. As a PA you’re privy to your boss’s work- load so see if there’s anything you can help with to lighten the load – and which will also remind the boss that you’re partic- uarly deserving of an increase. Simon Ryan, senior business manager with Reed, says: “Write
down everything you do and compare it to your original job spec so you can highlight areas where you’re adding value to the com- pany. Also, make a list of your key achievements in the previ- ous six months to a year.” “You need to build a business case for your pay rise,” advises
Charles Cotton, performance and rewards adviser to the Chartered Institute of Personnel and Development (CIPD). “It’s best if you can be specific about things such as how you have saved your employer on travel costs, shopped around for better deals, devel- oped time-saving strategies and so on.” If you have access to budget figures, try to find hard evidence of savings year on year. Try to anticipate any reasons your boss might give as to why
you can’t have a pay rise and address them before they bring them up. For example, say: ‘I know there is a pay band for my current job, but I have been taking on some things that aren’t on the job description.’
GET YOUR TIMING RIGHT If your organisation has a regular pay review cycle it’s best to time your request with that. It might mean broaching the sub- ject at your appraisal interview. Find out when the budget process starts, advises Charles. “There’s not much point ask- ing your boss for a pay rise when budgets have already been set for the next year as there may be little flexibility. There’s also not much point in asking if the company has just reported losses and there’s a risk of redundancies.” Choose a time when your boss is not too busy and ask to
schedule a proper meeting to discuss your request. It could be after the end of a specific project, particularly one where you have played a key role.
DON’T JUST THINK IN TERMS OF MONEY If you think you’re unlikely to secure a rise, consider other aspects of your rewards package. You might be able to nego- tiate extra holiday entitlement, better pension arrangements or other valuable employee benefits.
WHAT IF YOU’RE TURNED DOWN? Getting in a huff won’t help your case, and definitely don’t threaten to resign. “Remain professional at all times and try not to take it personally,” says Simon. Ask your boss to explain the reasons and ask what you need to do to get a pay rise next year,” says Charles. “At least you’ve asked the question and highlighted the fact that you want to progress. Employers want to take care of good people and hang on to them so you are in an excellent position to renegotiate at a later date.” Your job title might be secretary at the moment but if you
can demonstrate to the boss that you’re deserving of a new title – say Executive Assistant – you’re in a good position for future rises. A change in job title will look great on your CV and means you could command a higher salary if you looked for a new role. Training can also be a good alternative to a pay rise so ask if your boss would consider footing the bill for a course you’d like to go on. Adding to your skills will benefit the organisation and mean you can command a better salary in the future. E
46 JULY/AUGUST 2013 |
WWW.EXECUTIVEPA.COM Mind your body language
If your body language suggests a lack of confidence, it will seem as if you’re asking for something you don’t believe you deserve. Here, Judi James, body language expert and author of The Body Language Bible, gives her top tips.
Sit into the back of the chair and rest your elbows on the arms. This will imply confidence without arrogance. It’s okay to cross your legs but never cross your arms as this will look like a self-hug, or if the arms are crossed high on the chest, it can appear confrontational.
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Eye contact and nodding are important to show that you are listening when they speak. A pause while maintaining eye contact is a powerful tool when negotiating, as it puts the pressure on the other person to make an offer.
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Use mirroring to create rapport by copying your boss’s movements. Obviously you need to keep it subtle. Copying
their style of speech can also help break down barriers. If they tend to be abrupt, avoid any waffle. If they are chatty and friendly, engage in some small talk first. INFO
www.judijames.com
Don’t self-diminish. Women, in particular, often have a habit of making themselves smaller when they’re under pressure at
work by keeping the arms tight to the ribs and even stooping slightly. This will make you look too submissive in a negotiation. Be careful with using diminishing words such as ‘just’ or ‘only’. This is an important discussion so don’t make it sound insignificant.
Avoid metronomic gestures such as tapping your foot or pen, or swinging your leg. It will make you look impatient when you should look as though you’re there for as long as it takes.
TOP TIPS
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