Salary Negotiation: Put Yourself In Your Boss's Shoes

When you negotiate your salary, you are actually trying to solve a problem.

On a basic level, the problem is that your boss needs stuff to be done. That's why you're there. You are solving her problems by doing the work that she needs to be done. Look at yourself as a problem solver.

Now, look at your boss.

What types of pressures does your boss have? What are her work-related "pain points?" What ongoing problems does she face?
Now ask yourself this: How have you effectively solved those problems or relieved those pressures?

Start making a long list!

Prepare yourself with proof that you have solved your boss's problems, made her job easier, and made her look good. The more quantifiable your examples, the better. Your compensation is closely related to how well you solve your boss's problems.

Add some numbers into your proof. Back it up with some data. Show how your work impacted profits, and show how your work made your boss look good.

For example, instead of simply saying "I always complete my marketing reports on time," say:

"Last quarter, all 16 of my marketing reports were handed in on time. 2 of my reports were praised by Jeff Johnson for including crucial information that lead to landing our newest big client, which as you know is a $500,000 deal. That is a lot of extra revenue for this company, and I know the Vice President congratulated you on our department's roll in bringing them on board. My expectations of myself are even higher for the next few quarters."

Notice that by quantifying your work, and demonstrating your impact on the bottom line you have made yourself more valuable. You have solved a problem for the company, and you have made your boss look good. In your statement you also finished off by stating that you will continue to deliver good results in the future.

Always think about your boss's perspective. This is crucial to salary negotiation. Have you helped your boss meet the numbers that she is responsible for? Does your boss have budget constraints?

Prepare yourself! Understand your boss's perspective. Remember — it's not your will to win that will get you the pay raise you are after, it's your will to prepare to win that will get you the money you are after.

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