What are the steps to prepare for a salary negotiation meeting?

1 Know your worth

The first step to prepare for a salary negotiation meeting is to research and evaluate your market value. This means finding out how much your skills, experience, and qualifications are worth in your industry, location, and role. You can use online tools, salary surveys, industry reports, or networking contacts to gather this information. Knowing your worth will help you set realistic and reasonable expectations, avoid underpricing or overpricing yourself, and justify your salary request with evidence.

2 Define your goals

The second step to prepare for a salary negotiation meeting is to define your goals and priorities. This means deciding what you want to achieve from the negotiation, what is your ideal salary range, and what are your minimum and maximum acceptable outcomes. You should also consider other aspects of your compensation package, such as benefits, bonuses, incentives, perks, or flexibility. Defining your goals will help you focus on what matters most to you, avoid settling for less than you deserve, and negotiate with a win-win mindset.

3 Anticipate questions and objections

The third step to prepare for a salary negotiation meeting is to anticipate questions and objections that your employer might raise. This means thinking about how they might respond to your salary request, what concerns or challenges they might have, and what counteroffers or alternatives they might propose. You should also prepare your answers and arguments to address these questions and objections, using facts, data, and examples to support your case. Anticipating questions and objections will help you avoid being caught off guard, handle difficult situations, and overcome resistance.

4 Practice your pitch

The fourth step to prepare for a salary negotiation meeting is to practice your pitch. This means rehearsing how you will present your salary request, explain your value proposition, and communicate your goals and expectations. You should also practice your body language, tone of voice, and listening skills to convey confidence, professionalism, and respect. You can practice your pitch with a friend, a mentor, or a coach, or record yourself and review your performance. Practicing your pitch will help you refine your message, improve your delivery, and reduce your nervousness.

5 Gather your materials

The fifth step to prepare for a salary negotiation meeting is to gather your materials. This means collecting and organizing all the documents and information that you need to support your salary request and showcase your achievements. You might need your resume, cover letter, portfolio, performance reviews, testimonials, awards, or certifications. You should also have a copy of your salary research, your goals and priorities, and your questions and objections. Gathering your materials will help you prepare for any scenario, demonstrate your professionalism, and reinforce your credibility.

6 Plan your logistics

The sixth and final step to prepare for a salary negotiation meeting is to plan your logistics. This means confirming the date, time, and location of the meeting, and ensuring that you have everything you need to attend it. You should also consider the format of the meeting, whether it is in person, by phone, or online, and adjust your preparation accordingly. For example, if the meeting is online, you should test your technology, choose a quiet and comfortable space, and dress appropriately. Planning your logistics will help you avoid any last-minute issues, create a positive impression, and set the tone for the negotiation.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?