How to negotiate your salary all year round

Salary negotiation is continuous

You’re sitting across from your new boss and have just signed your first contract after graduating over the summer. It’s a big day. You look at what your salary will be and you’re more than pleased because it’s significantly higher than the SU grant you’re used to receiving. But you don’t have to wait a whole year to begin renegotiating your salary and working conditions. On the contrary.

“Actually, your ability to have an influence on a salary change is higher during daily work than during the actual negotiation. That’s why it’s important to position yourself during the year and prepare yourself ahead of the negotiation,” says Nicole Sander Jensen, legal adviser at IDA.

One of the most important points from the legal adviser is to move away from viewing salary negotiation as an annual event. All the days surrounding the actual the negotiation are to a large extent what will form the basis for being able to negotiate your salary and working conditions. This is where you can show your worth. And you don’t necessarily have to wait a whole year for the actual negotiation, as there is nothing to say you can’t do it after six months.

Video: The annual salary negotiation

5 important concepts during a salary negotiation.

Results: To know your market value, it’s important to take a look at how you have contributed to the company. It could be specific tasks or projects. Perhaps you’ve trained a new colleague or been good at sharing knowledge with others. All things come into play when demonstrating what you’re worth.

Relationships: It’s important to have good team dynamics. How have you contributed to this?
Are you trusted by others, and can they count on you to generate results?
Can your colleagues rest assured that any task they delegate to you will be completed properly and on time? Reflect on what characterises a good colleague.

Be visible: Show initiative when tasks crop up that you believe you can do. Show your boss what you’ve achieved since the last salary negotiation. Talk about your achievements. There is no reason to be modest here.

Seek a compromise: It’s rare for both parties to get exactly what they want, so be open to finding a compromise that satisfies both parties. Be ready to hear your employer’s views and explanations.

Other benefits: Consider whether elements other than salary can be included in the negotiations. For example, working hours, bonuses, continuing training, extra holiday or something completely different. It might be easier for your employer to accommodate these types of requests than an increased monthly expense. Perhaps you can suggest your own ideas for what an additional benefit could be.

This is why it’s a good idea to make a note of the assignments you’ve completed and the different initiatives you’ve taken before you head into the negotiation. Even though the actual salary negotiation only takes place once a year, it’s up to you to justify and prove that you deserve to be paid more or to have your working conditions improved.
“Show your boss why you deserve a salary increase. Your boss is also going to have to justify your salary increase to his/her manager,” says Nicole Sander Jensen.

Video: How and when to negotiate salary in your current job

Is a salary increase a sure thing?

If you’re employed by the public sector, your trade union representative will negotiate salary on your behalf. One of the advantages of this is that the representative will be familiar with local salary levels and will be aware of the goals and competences that management focuses on. If your workplace does not have a trade union representative, then IDA will negotiate your salary.

Furthermore, the public sector has a salary scale that regulates salary based on levels of seniority. Permanent or temporary pay supplements can also be negotiated. In the private sector, you’ll be responsible for negotiating your own salary and working conditions. And this is where challenges might arise.

“Perhaps your contract states that salary negotiations will be held annually. However, this does not guarantee an increase. We also see that some people experience a salary negotiation as more of a salary adjustment than an actual negotiation,” says Nicole Sander Jensen.

Nicole points out that in those cases, you can ask your boss what improvements you need to make in order to be considered for a salary increase next time. Your employer can then specify what tasks you should focus on.

And then a final, obvious, option; exploit your colleagues’ knowledge about you and your competences. Perhaps they can help you see what your strengths are? This will give you knowledge and confidence when you step up to the negotiating table.

If you have any questions regarding salary negotiation, please contact your trade union representative or one of IDA’s advisers.