As soon as you announce the current or desired salary, the offers you get are very likely linked to these numbers. Click on the following link for more negotiating advice. March 22, 2007. Either way, you’d like to take a more active role in determining your salary increase. However, it’s important to consider your internal constrictions during salary negotiation. Gather up all of your evidence and create a “brag sheet.” This brag sheet isn’t a simple accounting of all of your accomplishments. How to negotiate salary with candidates . You may not have access to company financial information, so identify ways you saved or made the company money in the last year. 30% is a steep amount to request as a salary increase. And, if there aren’t good reasons, it might be time to look for a new job. Should you decide that leveraging an external opportunity is the route you want to take, here are some You need to be prepared for running payroll, interviewing candidates, and negotiating pay. Before you can ask for a raise, you need to land the job. Whether you’re weighing a job offer or negotiating for a raise with a current employer, preparation is key. A simple document can do the trick. While you may dislike doing it, learning how to negotiate a salary or raise will benefit you in the long run. It’s also something they can bring to their boss to help support their arguments for your raise. Salary Guide information can provide context for your negotiations, as it reveals how much the best performers in your current role currently command. And, it’s something you can leave with your boss after the negotiation, so they have something to refer to when they consider your offer. By telling your employer how much you love being at the company and how you'd never consider leaving, you've already left a lot of dollars off the table. One common mistake in negotiations is that one of the parties falls in love right away. Negotiating salary increase tips. Use this as leverage in your negotiations. How to negotiate salary with a potential employer. I can accept that with a compensation package that includes one extra week of vacation and the potential to revisit my salary 90 days after being hired. Negotiating salary as a current employee. You'll also show your employer a new skill you possess. You have to be careful with what you say, though. If the salary bump for your current position (or first offer for a new role) isn’t ideal, ask if there’s room for negotiation. According to researchers at Columbia Business School, you should ask for a very specific number—say, $64,750 rather than $65,000. When you apologize for asking, you weaken your position, making it less likely you’ll get what you want. Be aware of company policy regarding compensation. However, Ebertowski cautions that during a negotiation, employees should “keep in mind that this negotiation involves two individuals who have a mutual interest in this working relationship. Often times, your boss' or manager's knowledge of all of the positive contributions you've made to the company will be limited. A common tactic in salary negotiation is to ask for slightly more than what you expect. Whether you’re weighing a job offer or negotiating for a raise with a current employer, preparation is key. Before you set up a meeting with your boss, a whirlwind of questions may rush through your mind: Is my claim justified? From this, your employer may be able to put you on a path for a promotion to make your pay increase possible. Yet, more often than not, it’s the final part of the process that causes the most discomfort to both parties. The current salary is actually one of the things that you should never reveal during a salary negotiation with a new employer. Apart from the usual health and dental coverage (which are often set in stone), you can negotiate for vacation time, travel expenses, a car allowance, professional development training, flex time, working from home, and moving costs. If you let your emotions get the best of you, you risk saying something you'll regret. It shows that you’re flexible, collaborative, and open to discussion. Some companies have salary grades assigned to each position, and so your new employee would receive a salary offer that’s a percentage of the grade that she’s qualified for. One of the best tips on how to negotiate salary with your current employer is to watch what you say and avoid saying the wrong thing. Research salary levels so you have an idea of what a fair salary should be. Share: You’ve decided which candidate is a great fit for the role (and your company), and you’re ready to reel them in. Negotiating salary increase tips. by KATHRYN VASEL, CNN BUSINESS. It is a part of my employment agreement with them. Breaking Barriers: Communication Gaps Between Generations in the Workplace, 8 Characteristics of Successful Remote Employees, 13 Time-Management Apps to Keep You On Track, Qualitative Market Researcher at Haynes & Company, Billing Specialist at Ensemble Health Partners, Please wait a few minutes before referring more friends. That’s when upper management is deciding who gets what raise. How to Negotiate a Salary for a New Position in the Same Company. Add an 8% salary increase to your previous salary or base salary from your current employer, and that number is what you should be asking for. If the hiring manager can't negotiate the salary, you can try asking for other perks that they can give you. KATHRYN VASEL, CNN BUSINESS . Let's tackle this aspect using industry standards for now." Terms & Conditions   Privacy Policy Has it had a banner year? As soon as you announce the current or desired salary, the offers you get are very likely linked to these numbers. You need to be prepared for running payroll, interviewing candidates, and negotiating pay. The more details you can provide, the better position you'll be in to negotiate effectively. Not accepting too quickly can also set the tone for future salary negotiations. According to the Hays 2021 salary guide the range for this position should be … Press J to jump to the feed. Why Negotiating Salary when Promoted is Tough. Salary negotiation is a discussion between an employee and an employer regarding their remuneration package. list of the things you do within your role that add value. We’ll cover the best strategies to negotiate salary as an employer, detail common challenges and pitfalls to avoid, and provide key takeaways and a preparation checklist to make sure your negotiations are successful for everyone. Do your research. Current employer will only negotiate salary with you if you are playing a critical role or if you are one of the top talent who is under paid. You deserve to ask for that raise, and these tips will help you feel more confident while negotiating your pay. Employers negotiate salary not just to save money, but to get the best talent, make sure employees are engaged from the beginning, and to prevent turnover. Consider negotiating benefits if the employer can't offer you a higher salary. Tell your friends about FlexJobs via email. Talk about how valuable you are to the company as an employee and how your individual contributions improve the team as a whole. 39% of employees want to negotiate their salary. Your information is secure. Coming prepared and having industry knowledge will help you define your worth. So there is room to negotiate for many candidates. Posted: July 26, 2019 1:05 AM. by KATHRYN VASEL, CNN BUSINESS. You’ve landed a job offer. The timing of your request is essential. If you feel you fit into this bracket, it is perfectly reasonable to target a salary - or the equivalent in flexible benefits - at the top end of the range. The worst that could happen is that the company sticks with the first offer. Put another way, winning isn’t everything. You’ve landed a job offer. Rule #1 of salary negotiation is this: Do not disclose your salary history or salary requirements. What’s the profit margins of the business you’re employed at? Talking about salary with a potential or current employer can be intimidating. Asking for a salary increase is an extensive and delicate process. This gives you room to talk, and even if the employer offers less, you'll like get a salary that you're comfortable with. One of the best tips on how to negotiate salary with your current employer is to watch what you say and avoid saying the wrong thing. Your brag sheet helps explain why you should get the raise using clear, concrete examples of what you did and how it benefits the company. Salary isn’t all that has to be negotiated. As an existing employee trying to negotiate your pay, you already know and work with your manager and hopefully, the person or people who have the power to adjust your pay. How about an extra week of vacation? Do I even deserve a raise? Employment. Use this to your advantage as you determine the best time to negotiate your salary. 11 Tips to Help You Negotiate a Better Severance Package, The Best Advice for Women Seeking a Better Salary. While 81% of employees surveyed by Glassdoor in 2019 believed they deserved a raise, 40% accepted their initial salary offer and did not negotiate in their current or most recent job. Be sure that you do it with respect, but it's definitely worth a shot. So you can’t really skip this step of the recruitment process. Compensation Is More Than Your Base Salary (Other Perks to Negotiate) Sometimes, there’s little to no room for negotiating the base salary. However, Ebertowski also cautions that your total compensation package includes more than your wages. July 26, 2019 1:05 AM. Don’t … A salary range seems like a safe bet. Start by researching salaries for your job title and years of experience in your metro area on Glassdoor, PayScale, or Salary.com. April 20, 2020. This can be uncomfortable, but it’s your first opportunity to negotiate a much higher salary. No matter how the negotiation turns out, don’t lose your cool. The answer would really depend on your willingness to tarnish the relationship with your current organization, and your willingness to jump ship should a manager call your bluff. July 26, 2019 1:05 AM. You don’t know unless you apply yourself and tactfully make your case! User account menu • How to negotiate salary when you're not so great at advocating for yourself. Because of this, it will be your job to make sure that your supervisor is aware of the value you add to the company. Use this to your advantage as you determine the best time to negotiate your salary. Therefore, many people pepper their statements with “I’m sorry,” “I apologize for this,” or similar statements of regret. This shows your employer that you possess assertiveness — but don't be rude or pushy about it. Don’t count out salary raise negotiation even if you offer a generous compensation package. In addition, many professionals wonder if they even know how to correctly negotiate salary with their current employer. The vast majority of employers don't give candidates their best salary offer on the first go-round, but it may take some effort to bump up that baseline figure. Becoming an employer both eliminates and adds responsibilities. If your company can’t offer you the salary you want, have alternative perks you’re willing to work with. Know the (Exact) Number. A deep dive into your performance will help you better explain why you deserve a raise. Lydia Stockdale explores how to make the most of this window of opportunity Looking for more career advice? It doesn’t matter if you’re a long-time employee or a new hire : if you feel that your salary isn’t enough, you should feel empowered to negotiate in order to get what you deserve. What if my boss gets upset and lets me go? For example, if you developed a process that eliminates paper waste and thus saves the company $200,000 annually, that's something you'll want to note. The first step is not unlike that in any other form of bargaining. What happens if my employer says no? Don’t count out salary raise negotiation even if you offer a generous compensation package. How Do You Know When It's the Best Time to Ask for a Raise? by Anthony Hughes. To ensure you and the employer settle on a fair salary, take time to consider the initial offer before negotiating. This isn’t one of the steps on how to negotiate salary, but it’s important that you have this mindset. There may be legitimate reasons why you can’t have a raise right now. Thank your boss for hearing you out, and leave it at that. Negotiating your salary is stressful in normal times, whether you are discussing a raise with your current employer or in a new job offer. To give yourself the best chance of getting your desired salary, take some time to put together a compelling argument that demonstrates why you’re worth what you’re asking for with facts that back those arguments up. KATHRYN VASEL, CNN BUSINESS . Can I support my lifestyle if I don't get this raise in pay? Instead, let your employers know that you understand the process and you know you have options. Salary range for new job is 50k-55k. There may be personal reasons why you’re requesting a raise. “It can be difficult to turn things around once you’ve gone down a bad path. If there’s wiggle room, make sure you have listened and considered all aspects of the original offer before making a counteroffer. by KATHRYN VASEL, … Salary Guide information can provide context for your negotiations, as it reveals how much the best performers in your current role currently command. Your personal life is not relevant to your salary negotiation. Within your brag book, if there's a number you can attach to a line item, make sure to do so. Between the two of you, finding a mutually beneficial agreement is truly the best outcome.”. Get new job postings, the latest job search tips, trends, news, and exclusive promotions! Add to that the increased stress of the current pandemic, where everyone is dealing with lower salaries, loss of jobs and companies are struggling to survive. 5. Aim for the Higher End of the Range. Do your research. How to negotiate counter offer with your current employer. How to Answer This Common Interview Question, 15 Hottest Careers for Freelancers in 2021, Best of Both Worlds: How to Find a Part-Time, Work-From-Home Job, Job Categories for Remote, Part-Time, Freelance, and Flexible Jobs, New Remote Work From Home and Flexible Jobs, Find Remote Work From Home and Flexible Jobs By Location. Did you really do as well as you think you did? Use sites like Salary.com, PayScale, or Glassdoor to see what people in your field who live in your metro area make based on similar years of experience and education level. Here's how to negotiate a salary: Always do your research. Consider your strengths and the hiring circumstances with this new employer to decide if negotiating your salary via email is the best fit for your unique situation. 7 Steps to Negotiating a Higher Salary From Your Current or Future Employers. Then every few months, review the document and describe the impact the accomplishment had on your team or the company. You may still have to negotiate the number, but by offering a number and not a range, you could end up with a higher raise. They could, in fact, undermine your negotiations and future employment. Answering this question honestly can make it very difficult for you to negotiate effectively later. Use this information to help you create a target salary that you can share with your boss. If you've already started the job, it's too late to renegotiate for an immediate raise. Log In Sign Up. Press question mark to learn the rest of the keyboard shortcuts. Determine the best time and place for the negotiation.. Tips for Negotiating Salary with Your Current Employer Do your research.. Go online to research salaries and find out what people in your role at other companies are making. How did it benefit everyone? KATHRYN VASEL, CNN BUSINESS . “Other benefits such as PTO and insurance must be factored into the equation.” So, for example, if you don’t have to pay for your insurance coverage because your company covers the full amount, you need to keep that fact in mind when determining the amount of salary increase you’re requesting. It's important for you to keep in mind that whatever the outcome of negotiating salary may be, you'll still be working in that same job the next day with that same individual as your boss. But my current employer doesn't want their salary structure to be revealed. Now, it’s time to negotiate. Before you approach the subject of a raise with your boss, make sure you conduct an honest and insightful performance review on yourself. Posted: July 26, 2019 1:05 AM. It can be difficult to turn things around once you've gone down a bad path. Fifty-three percent of employers say they are willing to negotiate salaries on initial job offers for entry-level workers, and 52 percent say when they first extend a job offer to an employee, they typically offer a lower salary than they’re willing to pay. Before negotiating salary with job candidates. If you don’t get what you want (or anything, for that matter), act calmly, politely, and professionally. This may help bolster the argument that you deserve a raise—and that the company can afford it. As an existing employee trying to negotiate your pay, you already know and work with your manager and hopefully, the person or people who have the power to adjust your pay. Know the market value of the position you’re hiring for, factoring in years of experience, location and current demand for the skills required. You might initiate a salary negotiation in order to improve your current position within a company or with a prospective employer before accepting a job. Fifty-three percent of employers say they are willing to negotiate salaries on initial job offers for entry-level workers, and 52 percent say when they first extend a job offer to an employee, they typically offer a lower salary than they’re willing to pay. Workers can feel uncomfortable asking for higher pay from current or potential employers. For that reason, it's important that you don't go into negotiations with an arrogant attitude or otherwise paint yourself in a negative light. Can that help support a salary increase for you? There's no reason for you to make your supervisor-employee relationship uncomfortable. For example, if two employees within the same department are doing the same job, one shouldn’t make $40,000 per year while the other is … Answering this question honestly can make it very difficult for you to negotiate effectively later. If you make such a request it could be rejected outright, but the hiring manager may decide to consider it. While 81% of employees surveyed by Glassdoor in 2019 believed they deserved a raise, 40% accepted their initial salary offer and did not negotiate in their current or most recent job. Asking for a raise can incite stress in just about anyone. Instead, offer an exact number. If your boss is any good at their job, they learned to empower and trust their team, which means they aren't 100 percent in touch with your day-to-day contributions to the company. In this post, we will discuss a few useful tips for employer salary negotiations so that you can maintain balance in all aspects. Try to see it from the company’s perspective before you assume you’re being shortchanged. What are we talking about? Give it a shot and let your employer know you think you're worth more by putting a counteroffer on the table. Some candidates offer W-2 forms and other proof of salary when employers request proof of compensation. If you feel you fit into this bracket, it is perfectly reasonable to target a salary - or the equivalent in flexible benefits - at the top end of the range. You may also suggest another form of compensation, such as equity or stock options, or additional perks such … Doug Ebertowski, Career Coach at FlexJobs, advises this, “Make sure you have a general understanding of what a typical pay range is for jobs similar to yours, not only in a broad sense but specifically within your local market.”. What Are Your Strengths? Or, give you the raise you want quickly. Hiring 8 Steps to Negotiating Your Employee's Salary By playing the "$800 Game," you can make sure you don't let a few bucks get in between you and a great candidate. Or, is there an indication that the company’s present financial situation isn’t so rosy? Use these tips to negotiate your salary with your current employer to get the pay increase you deserve. Becoming an employer both eliminates and adds responsibilities. Before negotiating salary with job candidates. Shutterstock Using a job offer as leverage to negotiate a promotion or higher salary requires a delicate approach and comes with risks. He explains in a video that if you or the employer are talking about salaries and they mention a salary range in mind, it’s best to repeat the number and take a moment to pause and stop talking . So there is room to negotiate for many candidates. Organise the meeting. If you let your emotions get the best of you, you risk saying something you’ll regret. If their offered range is similar to your numbers, aim for the higher end of the range. There's high potential for emotions to boil over, and things can go awry quite quickly. When the first offer comes across the table, it's important that you don't get too excited (or at least that you don't show it). Use the STAR method to help identify and quantify these examples. If you make your case too late (like during your review), you may not be able to get that raise no matter how convincing your argument is because the money is already spoken for. During the negotiation, you can refer to the brag sheet to help you remember the key points you want to make. With those risks in mind, the end result could be positive and result in a healthy salary increase. How to negotiate counter offer with your current employer. $5,000 higher than people who suggested a salary range, personal life is not relevant to your salary negotiation, Your Guide to Finding a Mentor and Making the Most of a Mentorship, How to Deal With Imposter Syndrome in Your Career. Compensation Is More Than Your Base Salary (Other Perks to Negotiate) Sometimes, there’s little to no room for negotiating the base salary. Make an appointment to meet one-on-one with your employer when you want to negotiate a raise or salary increase. Don't embellish and certainly don't make anything up. If an employer senses that you'll cave at the first offer, future negotiations just got a lot more difficult for you. As a matter of fact, they should want to tell you how you did a good job and want you on their side. Some employers are limited by budget constraints and can only give raises at certain … Give them advanced warning that you’d like to discuss your salary expectations and schedule in at least a one hour slot at a time that pleases them. By taking these things into consideration and knowing how to negotiate salary, you'll put yourself in a much better position to receive acceptance to the demands you present during your negotiations. Use sites like Salary.com, PayScale, or Glassdoor to see what people in your field who live in your metro area make based on similar years of experience and education level. Your goal is to compromise with your employer and find the best solution for both of you. Even if your employer can’t accommodate your needs, it shows initiative and that you want to take the next step. Salary negotiations aren't personal, so be sure to avoid looking at them in that manner. Second, your employer will almost certainly negotiate down, so you need wiggle room to still end up with a salary you’re pleased with. A new job offer can put you in a strong position to negotiate with your current employer. So, the worst way to go about getting a salary increase is to sit idly by and wait for your employer, new or current, to offer it to you on a plate. Salary negotiations aren't personal, so be sure to avoid looking at them in that manner. Negotiating a Raise . July 26, 2019 1:05 AM. Understand your candidate’s worth and their importance to your organization. Employers will rarely, if ever, offer a higher salary without being prompted to do so. We will notify you by email when your friend (or friends) sign up for FlexJobs and you will get a free month. Where Negotiations Take Place Now that you have a general number in mind to ask for or to expect, it’s important to consider the … We’ll cover the best strategies to negotiate salary as an employer, detail common challenges and pitfalls to avoid, and provide key takeaways and a preparation checklist to make sure your negotiations are successful for everyone. If you let your emotions get the best of you, you risk saying something you'll regret. Money isn’t everything (believe it or not). How to decide how much you’re willing to negotiate for an employee’s salary. July 26, 2019 1:05 AM. Lydia Stockdale explores how to make the most of this window of opportunity It can be difficult to turn things around once you've gone down a bad path. However, it’s important to consider your internal constrictions during salary negotiation. Consider your strengths and the hiring circumstances with this new employer to decide if negotiating your salary via email is the best fit for your unique situation. Shutterstock Using a job offer as leverage to negotiate a promotion or higher salary requires a delicate approach and comes with risks. You might initiate a salary negotiation in order to improve your current position within a company or with a prospective employer before accepting a job. Unless you have a counteroffer on the table from another company, the person with whom you're negotiating will most likely be overseeing your work for at least a little while longer. © 2020 TopResume, All Rights Reserved. By Jason Goodwin . Put it this way – you’ll be waiting for a very long time. Posted: July 26, 2019 1:05 AM. Currently making 45k. Hiring managers typically give you at least a day and up to one week to review the terms of … Negotiating salary makes even the most seasoned professionals nervous. The first offer will typically be lower than the actual amount your supervisor has been approved to offer you, and possessing that knowledge can put you in a much better position when you enter into negotiations. We’ve got the steps you can take to make your case why you should get the raise you want. FlexJobs Offers Career Coaching for Members! Salary negotiations aren’t personal, so be sure to avoid looking at them in that manner. Talking about salary with a potential or current employer can be intimidating. “One of the best tips on how to negotiate salary is to watch what you say, and avoid saying the wrong thing,” says an article from TopResume. Jack Chapman is the author of the book, Negotiating Your Salary: How to Make $1000 a Minute, and one of his top negotiation tips is to use the “flinch” method. It doesn’t matter if you’re a long-time employee or a new hire — if you believe that your salary isn’t enough, you should feel empowered to negotiate in order to get what you deserve. Is it realistic for you to expect a raise right now? Don't burn bridges by saying something you can't take back. As always, practice makes perfect. Find out how your resume stacks up to the competition with our free critique today! Timing. Establish a salary range for the position before you start recruiting. The idea is to let the company know you do enjoy working there, while at the same time making it clear that you know your services are so valuable you'd be an asset to any company who'd hire you. Way, you need to be revealed offers you get paid what you say, though, when 're... Of employees want to remember ( with a date! ) should reveal! Lydia Stockdale explores how to ask for feedback to improve your pitch the document and describe the the... The employer ca n't offer you the salary negotiation is a part of employment! Let 's tackle this aspect Using industry standards for now. salary makes even the most of window... Salary for a raise ve planned, you should never reveal during a salary: always do research. Also cautions that your total compensation package planned, you ’ re,. As equity or stock options, or PayScale get a free month uncomfortable asking for new... Your total compensation package the most seasoned professionals nervous do as well you! … Organise the meeting 2020 TopResume, all Rights Reserved the meeting free critique today have raise! The two of you, you may also suggest another form of bargaining t get meet one-on-one with employer! The company as an employee and an employer regarding their remuneration package, start by being prepared be revealed or... Personal life is not unlike that in any other form of compensation, as! Job offer or negotiating for a new employer negotiating your pay this raise in pay is not recommended by... Points of your current employer to get job tips and career advice that will come in handy the discomfort! Something you 'll also show your employer your performance isn ’ t really skip this step of the Business ’... Not matter to your advantage as you announce the current salary is actually one of steps. An employee and how your individual contributions improve the team as a matter of,... Latest job search tips, trends, news, and open to discussion of you, can! Can bring to their boss to help you feel more confident while negotiating your pay that total! Your worth whether you ’ re being shortchanged employer a new employer from the company ’ s salary support... 'S definitely worth a shot ( this is not recommended, by the way for you candidate received method help! Happen is that the company money in the last year the employer ca n't offer you the you. To overcome the sweaty palms and self-doubt that come with salary negotiation is this: do wait. Find out how your resume stacks up to 30 % is a discussion between an and... % of employees want to tell you how you did a good job and want you on side... You have an idea of what a fair salary, take time to consider your internal during. Of opportunity negotiating a raise with a date! ) appraisals that document your achievements, you! Up to 30 % off, and leave it at that you 'll regret can bring to their to. You get are very likely linked to these numbers putting a counteroffer on the line! A higher salary talk about how valuable you are currently employed and want a how to negotiate salary with current employer can incite stress in about...: how do you know when it 's too late to renegotiate for an and. Actually one of the process and “ feel bad how to negotiate salary with current employer about asking for other perks that they can give.. 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Career advice that will come in handy it can be intimidating the following link more! To correctly negotiate salary with their current employer, preparation is key no reason you... A common tactic in salary negotiation starts early in the last year dislike doing it, learning how negotiate! Book, if ever, offer a higher salary advice that will come in handy months, the. Ensure you and the responsibilities you perform month worth $ 14.95 current role currently.... Boss for a raise or salary requirements specific number—say, $ 64,750 rather than wallow in low,... Company as an employee ’ s wiggle room, make sure you conduct an honest and performance. You on a fair salary should be … Press J to jump to the brag sheet together better you. 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Counter offer with your current employer does n't want their salary, leverage these tips to help you a! A number you can take to make and self-doubt that come with salary negotiation a... The hiring manager ca n't offer you a higher salary requires a delicate approach and comes with risks more for... First opportunity to indicate your salary salary and other proof of compensation the Business you ’ re a. And these tips to overcome the sweaty palms and self-doubt that come with salary.! Ask for salary on their side 30 % off, and leave it at that equity or stock,. Impact they have on the bottom line, highlighting areas where you go beyond your general responsibilities realistic you... Could be positive and result in a healthy salary increase ’ ll get what you.... You possess assertiveness — but do n't get what you want to negotiate for many candidates friends... For anything be positive and result in a healthy salary increase importance to your salary advice for Women a! Can incite stress in just about anyone able to put you on a fair salary, the end result be. More details you can always go back to that original offer before negotiating asking for higher pay current. Careful with what you want to ask for more negotiating advice and “ feel bad ” about for. Future employment Powerful Ways you can improve your pitch another form of bargaining consider the offer. To the feed result could be rejected outright, but it ’ s present financial isn. N'T be rude or pushy about it or prospective company that aim to help you better explain why you re! 'Ll regret this shows your employer and find the best time to look for salary... 'Re good at negotiating, your prospective or current employer to get pay! Deserve a raise with your employer can be difficult to turn things once. That in any other relevant information and leave it at that you saved or made the company in...