Dear Dr. Civitelli,
I find it difficult to ask for the salary I think I deserve. Could you give me some suggested scripts?
Signed,
Marsha
Los Angeles, CA
Dear Marsha,
Yes!
What to say depends on the situation, but here are common ones, with suggested wording.
Situation: When a job offer is extended, and based on research and your background, you feel justified in asking for more
Script: “Based on my research, the market value for this position for someone with my level of experience and skill is $X to $Y. Is there flexibility to explore getting my offer to this range?”
Tips:
– Use Payscale to research salaries.
– Look at job ads from states with mandated salary transparency laws.
Situation: When you had a performance review, and your annual raise was disappointing
Script: “I’m motivated to contribute at a level that warrants additional compensation. Can we discuss a plan about the performance metrics I would need to achieve to earn the top of the range for my position?”
Tips:
– This script presumes you want to stay in the same job. If you want to up level to a new role, then focus the conversation instead of your career development plan for a promotion.
– This approach is effective with companies that have determined ranges for specific roles.
Situation: When you have repeatedly been asked to take on significantly more responsibility without a promotion and without additional pay
Script: “I’ve been happy to contribute to our team by expanding the scope of my job in significant ways. Would now be a good time to discuss an appropriate change of title and compensation to align the pay with the work I’ve been doing?”
Tips:
– Consider the timing of this request. Strike when the iron is hot when you’ve recently achieved a win for the company, and wait for a moment when the decision-maker is in a good mood and not under a lot of stress.
– If the first response to your request is negative, ask them if you can meet again to re-evaluate in 3-6 months.
Salary negotiations don’t have to be adversarial or uncomfortable. Assume your employer wants to be fair. Keep the tone light, conversational, and non-threatening.
If you have additional questions, please send them and I may respond in a future article. And let me know how it goes!
Dr. Civitelli