For employers, wages can be a contentious issue in the workplace. While it is an essential tool in attracting top-quality employees and keeping existing ones, it can lead to division in companies.

For employees, wages can be a sensitive topic. Whether it is at the end of a job interview, or if you are working for an established business, discussing the topic of wages with the boss can be awkward. Various questions will go through one’s head; what if I undersell myself? If I ask for too much will I come across as arrogant? How should I approach it?

While many conditions such as flexibility, bonuses, commission, working from home etc are vital for one to enjoy their work, for many wages can be front and centre. Colm Cavey, AKA the Jobdoctor, is the managing director of Professional Careers Consultancy. He discusses his nine top tips for negotiating a better wage with your boss.

The tips

1 Reflect on your performance

First and foremost, before you go try and negotiate a better wage, reflect on your performance over the course of the year. This can be done PAR – problem, action, results. Think back on the last year in sequence which will help you identify/recall what you have done. Think of the problem you had to deal with, the actions you took the resolve it and the results it achieved. In many ways, this is a simple preparation for negotiating a better wage, allowing you to be prepared when getting your point across. If possible, try and put a monetary value on it. This can be easier in some parts of a business than in others. For example, a salesperson can say, I made this amount of sales which contributed to this amount of revenue. In an area where putting a monetary value on work is less obvious, think of an example that is applicable, eg I reorganised x which led to increased productivity and efficiency saving resources worth y. Always try and put a value on your work.

2 Research standard pay

Before you go in and ask your boss for a wage increase, research what wages are paid in similar industries as a reference point. There are some very accurate salary surveys out there from the likes of Sigmar and Brightwater Recruitment.

These can give individuals an indication of what others in similar positions are paid annually. It would be advised that you do not say, “this company pays this person this amount and I am on this wage”. Simply refer to similar wages and reference the study. This will show you have your research done.

Also, this does not mean comparing your wage to others in the company. That is a recipe for disaster and will not progress your agenda.

3 Tone and manner

Be friendly and non-threatening at all times. Being aggressive and forceful will back your boss into a corner and provoke an aggressive response and will stunt any proactive conversation between the employee and their boss. At the same time, ensure you justify your cause.

4 Never say you have been offered more elsewhere

Do not approach your boss and say that you had a better offer in another company in an attempt to negotiate a better wage. It shows no loyalty and will not benefit the negotiations. In some cases, it may be the quickest way to exit a company.

5 Never say 'I quit'

Do not make threats during wage negotiations and certainly do not threaten to quit your position if you do not get a raise. This can back your boss into a corner and similar to point three can provoke an aggressive response.

6 Wiggle room

Add a small margin to allow for some wriggle room in negotiation and peg that figure firmly in your mind so when the subject of how much you would like comes up, you have a clear idea of what you want and can respond confidently.

If there is no budge on what you want and if you are really confident and have the courage of your convictions you could suggest that: “OK put me on a six-month trial at €35,000 and after six months if you’re happy, I go on to €40,000.” This comes across well and makes you seem very confident.

7 Is it just about salary?

Do not confine your thinking to just wages. If you are refused a salary increase, are there other terms you can discuss such as commission or bonuses? Bear this in mind.

8 Taking on more responsibility

It may be the obvious thing, but offering to take on more will show initiative and ambition. Identifying a gap in the company that could be improved can work in your favour in negotiations such as these. Suggest this, but do not use it as a negotiation tool.

9 Leave on a suggestion

If you find that the talk is getting nowhere, leave on a suggestion. An example, as outlined in point eight, offer to take on more response.

After you outline this proposal and explain your plan, follow up by saying: “Look, I know I have sprung this on you. Would it be OK to meet again next week and maybe discuss this plan further?”

This will give the boss a chance to mull over your suggestion. It also shows maturity and initiative on the individual’s behalf.