A negotiation coach explains how to ask for a raise – and how to best take advantage of an offer from another employer

Many people find it inconvenient to ask for a raise, but with the current tight labor market, now is an ideal time to do so.

As with all negotiations, conversations about a salary increase should be handled carefully.

Fotini Iconomopoulos has been teaching people the art of negotiation for twenty years and has also written a new book on the subject: Say Less, Get More. The negotiation coach tells Insider that when negotiating at work you should always ask yourself how the outcome you want is also good for the other party.

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In negotiations, people often only look at themselves and forget the other side. “You have common goals, so how can you make it so that they want to meet your needs?”

She gives this example of how you can ask for a raise:

“I know a great way to motivate myself better. Studies show that motivated people are much more productive.”

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“The way to do that is to make sure my salary is comparable to other people in the industry.”

Threatening to leave probably won’t work, Iconomopoulos says. Certainly not at the start.

“Threatening is the very last option in any negotiation,” she explains, comparing it to threatening to cheat if your partner doesn’t do what you want. People become defensive and emotional when faced with a threat and that can destroy trust.

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Having another offer can help

Having an offer from another company in your pocket can be a powerful tool, but only if you use it properly. In any case, never use it as a threat.

Iconomopoulos gives this example of what to say when you’ve received an offer from another employer:

“Listen, I got some calls… But I don’t want to go that way.”

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“What can we do to make sure this is sustainable? How can we work together so that I am not tempted by such things?”

Sometimes your request is not granted for various reasons. For example, most employers only give pay rises at certain times of the year.

If your company says no, asking questions can help determine your next step.“If, despite your concrete questions, they remain vague and evasive, it is confirmation that they no longer share your values,” says Iconomopoulos.

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Author: Jobly