So You Want To...Negotiate More Money

It all comes down to reasonable expectations, say Domonique Bertolucci, director of Success Strategies and author of Your Best Life.

"You have to be clear as to why you want a certain amount of money and what's reasonable to ask for. If the average salary for a particular job is $60,000 you can probably forget asking for $120,000, but you may be able to make a compelling case for $70,000."

Make a strong case

Don't think about remuneration in terms of what you need to pay the mortgage. "This isn't a compelling business reason to ask for a certain amount of pay," Bertolucci says. "Look at what the role is paying in your particular industry sector, but also have a look outside your industry and company salaries. This way, you'll be ready with some solid research."

Build up to it

Don't appear too eager to talk money, Bertolucci cautions. "The general rule in negotiations is that the person who asks the money question first has the least power in the negotiation.
"The minute the money is on the table, the person answering has a point to debate. It's like a duel. You ideally want to be the one responding in this discussion."

She advises people not to ask about money at the first interview. But make sure you have done your research so that if you're asked about it, you have a prepared response.

Have a margin to play with

"Ask for a little more than what you want. For example, ask for 10 per cent more than you want so you have 10 per cent to play with. In this way you will often get what you want."

And always put it in a way so that it doesn't create the impression you're all about the money. "Start by saying you would hope the salary package would include your benefits or that you're looking for an investment to be made in your development. Then, in the second interview, ask what sort of salary package is being offered."

Who's better at playing the money game?

"Men", Bertolucci says. "[They] find it easier to ask for what they want as they don't see it as a reflection on their personality. Women, on the other hand, don't want to appear greedy."

That isn't to say women can't be good money negotiators. "It's all about putting in greater preparation and getting really clear in your mind about what your attributes are," she says.

The key is to know your own value and be able to clearly articulate what that is.

"Most employers now recognise that their people are their biggest asset, so don't be afraid going into this type of negotiation. Instead, be prepared by thinking about different options in the negotiation, such as 'okay you can't pay the money I want, but would the company pay for these four courses this year?"

"Or maybe you could ask for different working hours or extra holidays. Never be afraid to think laterally."

Margie Sheedy,

Sydney Morning Herald, Careers, 24th June 2006