Talking openly about money or salaries is a strange topic for many people. Whether during employment with a company or when changing jobs, sooner or later every employee is confronted with the topic of salary discussions or salary negotiations. There is often a fear of quoting too high a figure or false modesty gets in the way. One in five employees in Germany never negotiates their salary^.1 But what is the best way to start the conversation and get the salary you want?

Good preparation

Be it in a job interview or during employment with a company: Without proper preparation, salary negotiations are doomed to failure. It is important to set realistic goals. The financial demand also reflects your self-assessment of your own skills. Depending on the position and profession, a salary increase of 5 % - 10 % is conceivable. In general, many employees see a need for improvement with regard to the level of their income. In a survey conducted in 2020, 96% of the professionals surveyed wanted an attractive salary. Reality check: only 40% actually rate their remuneration as such^.2

With a sensitive topic such as salary, for example, rhetorical tricks can also be used. Instead of talking about a "salary increase", a "salary adjustment" may sound more pleasant to the boss. It is also advisable to give a specific figure instead of a from-to range. In case of doubt, the superior will prefer to orientate himself towards the lower end of the range. You can also take advantage of the psychological "anchor effect": Giving a specific figure serves as a basis for the interviewer's decision during the course of the interview. If you give a higher figure at the beginning, you are more likely to get a corresponding increase than if you start the interview with demands that are too low^.3 And a certain amount of negotiating skill can also help: successful projects and additional areas of responsibility may have been decisive for the success of the company or the increase in turnover.

Generally speaking, salary discussions can go either way. It therefore makes sense to prepare for all eventualities in the best possible way. If the company has no scope for a salary increase, you should think in advance about alternatives such as an additional benefit or further training.

The right time

The right timing and factors such as the economic situation of the company also play an important role in salary negotiations. Recently completed successful projects are also crucial for a coherent argument. If the internal atmosphere is tense, it is better to postpone negotiations to a later date. The frequency of requests is also important - on average, a salary negotiation takes place every 12 months. A third of respondents to a survey by the career platform StepStone ask for a salary adjustment once a year (33%)^.4

A self-confident appearance

Nothing is more convincing than a self-confident appearance. During the interview, it should be made clear what the employee has achieved in the past and what will ensure higher turnover for the company in the future. Not all line managers always have on their radar what added value the individual employee has for the company.

Response to counterarguments

There are always two sides to a salary discussion. It is therefore advisable to be well prepared for possible counter-arguments. For example, the interviewer may counter with statements about cutting expenses or the requirements of the works council. You should not be intimidated by this. As an employee, you can find out about the company background in advance and use this information to your advantage when conducting the interview.

Keep calm

Negotiations can sometimes become heated - but should always remain professional. Objective and considered statements are also important if the conversation does not go in the desired direction. If the discussion does not lead to the desired result on that day, there may be better opportunities in the foreseeable future. By the way: according to a forecast by remuneration consultants Kienbaum, the average salary increase in Germany in 2022 will be 3%^.5

Are you looking for a job with a salary to suit you? Click here for our job offers.