Salary Negotiation Reloaded: No-Gos, Tactical Mistakes, and How to Do It Right

"I just wanted to talk about my salary for a moment ..." 
A sentence that sounds so harmless - and yet is often the beginning of the end of a successful salary negotiation. Because if you are unprepared, emotional or open the proverbial door, you will quickly lose your chances of a higher salary or a promotion. 

Salary negotiations are among the most sensitive and at the same time most effective moments in professional life. This makes it all the more surprising how many tactical mistakes are made - due to uncertainty, bad timing or simply a lack of preparation. 

In this article, we take a look at the most common no-gos and pitfalls in salary negotiations - and show you how to do it better: confidently, strategically and at eye level. 

No-Gos in Salary Negotiations

• If you ask your manager for a salary increase in between meetings, don't be surprised if nothing happens.  
  Instead, arrange a meeting with your line manager to discuss your professional development within the company. 

• Use the wrong tone, be unobjective, annoyed or offended because you have waited too long for your manager to offer you a pay rise/promotion.  
  Please note: The employer is not your opponent, so it is better to take three deep breaths before difficult conversations to calm down - and play through your own reaction to possible counter-arguments while preparing for the meeting. If you still get too emotional, ask for the appointment to be interrupted or for a second appointment.  

• Threatening to resign in order to get a salary negotiation instead of sitting down with your superiors and considering what growth opportunities there are in the company. 

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Tactical Mistakes in Salary Negotiations

• A common mistake is to hope that the manager will approach you of their own accord to increase your salary. Wrong: if you ask for NOTHING, you will be taken at your word and get exactly that: NOTHING.  
  Anyone who has performed above and beyond their normal job for the company or has taken on significantly more responsibility is worth more - and should make their own performance visible and address it. 

• If you ask for a pay rise, correctly state a specific figure or percentage increase and signal that you are willing to discuss the amount you are asking for, don't be surprised if you get much less than you asked for.  
  Make the demand - and then SAY NOTHING, because it's the other side's turn to react. 

• If you have always been fobbed off with appeasing arguments, you should simply turn the tables and ask the manager what concrete steps they recommend making the salary increase possible and what they can do for you in this process.  

The Formula for Successful Salary Negotiations

• Market value: Find out about industry standard salaries and prepare arguments to support your request 

• Added value: Personal financial problems or comparisons with colleagues are not good arguments. Instead, focus on your achievements and the added value you bring to the company. Added value is worth more! 

• Self-esteem: A change of perspective is more important than strengthening your own self-esteem:  

  • how can I support my manager in making a good case for my upward promotion  

  • I actually realize that the employer is not my opponent, but wants to continue working with me in a good and committed way to ensure the company's success 

• The value of good preparation: think carefully,  

  • what you want,  

  • why you should get it and  

  • when and how to address these wishes

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