For many people, salary negotiations are associated with uncertainty. What can you reasonably ask for, how do you say it out loud, and what happens once the door closes behind you?
According to Pharmadanmark’s Head of Legal, Casper Gad, it is completely normal to feel uncertain, even if you are highly skilled and make a real difference at work.
The most important thing is to lower the emotional stakes and demystify salary negotiation as a one-off event where everything is at stake. The negotiation is part of an ongoing relationship with your manager. The conversation is about future expectations, but just as much about your results. That is why preparation throughout the year is crucial.
When you go into a salary negotiation, be yourself. Create a positive atmosphere and talk professionally about your contribution. This is not about bragging. It is about putting words to the value you create for the organisation. Many people underestimate their own impact and lower their demands too quickly to avoid awkward moments or uncomfortable silence.
If you tend to be accommodating or conflict-avoidant, it is especially important to stand by your proposal. Once you have stated a figure, allow silence and maintain eye contact. It is your manager’s responsibility to move the conversation forward, so stay calm. Silence strengthens your position and signals confidence and that you stand by your value.
Preparation for a strong salary negotiation starts long before the meeting itself. Keep an ongoing dialogue with your manager about responsibilities, tasks, and ambitions. That way, your salary expectations do not come as a surprise, and you are in a stronger position when it is time to negotiate pay. At the meeting, there should be no major surprises about your role or your results.
Would you like to be better prepared for your next salary negotiation? We offer a salary negotiation course (in Danish) twice a year, where you gain practical tools and insights to help you prepare for and carry out the negotiation meeting. The next course takes place on 25th of February, and you can still sign up.