Hamburg (dpa / tmn) - Anyone who is about to take on a new job or is approaching the annual meeting may be wondering whether the current economic situation even leaves room for negotiation. Can you ask for more salary now?
In fact, many industries are suffering from waves of layoffs and lack of growth. But you always have to look first where you are, salary coach Sandra Schumacher advises. In some industries there would be no crisis at all. Above all, applicants from outside should still make up their minds to negotiate a good salary.
Salary negotiation: No issue to be adjourned
Postponing the salary negotiation to later only makes sense if your own industry is really flat, explains negotiation coach Claudia Kimich. It is particularly important to be sensitive to your own role in the company and the quality of your own work.
She warns of what she calls "corona excuses": due to the general uncertainty, all parties would tend to push the crisis ahead to avoid upcoming salary negotiations. Many were intimidated by the prevailing collective fears.
With confidence and multiple demands
Kimich then recommends that you first become aware of your own fears and their origins. Those who are preparing for a negotiation should formulate positive wishes instead of negative fears. In this way, self-confidence essential for success could develop.
Above all, good preparation leads to successful negotiations, as trainer Anja Henningsmeyer also sees it. For them, creating a good starting position means knowing exactly what you want and setting clear goals and limits. A fixed minimum and maximum of your own salary expectations help to determine the scope for negotiation.
However, whoever does not draw any consequences from the self-imposed limits or does not pursue a clear goal runs the risk, in the end, of negotiating with himself and correcting his own desires downwards.
It is similarly fatal to go into the negotiation with just one demand: In addition to the salary, other values such as responsibilities, work equipment, home office, educational budgets and more can be negotiated.
Highlight indispensable values
In general, negotiations in times of crisis are not much different than usual, emphasizes Henningsmeyer. It is always a question of trying to balance conflicts of interest. You can get the best for yourself if you are interested in the situation of the other person - in their interests, problems and desires.
The crisis just requires more empathy. Then leverage approaches could also be applied well: «What does the negotiating partner need in particular? Are my services indispensable for him? » The company's own mission statement could possibly also provide information about which values and standards are relevant for the employer - and which the employee should offer.
Record successes in the performance logbook - especially in the home office
In order to know its value, it also helps to keep a performance log. Salary coach Schumacher recommends this especially to those who now work in their home office. Anyone who records events, successes and processes at work can position themselves well in the team the next time they take stock. This helps to clearly present your own value to the employer, especially if "extra services" such as incorporating new customers or colleagues are part of it.
If at the end of the day the salary increase doesn't work, you shouldn't take it personally. You can learn from each disappointment for the next time, says Schumacher. Because: "After the salary negotiation is again before the salary negotiation."
© dpa-infocom, dpa: 200703-99-664581 / 2
