Want A Pay Rise? Name Your Price, And Then Shut Your Mouth

Advice on seeking a pay rise often emphasises being conciliatory and emphasising your worth. Celebrity agent Max Markson advocates a simpler approach: name your price and then don't say another word.

Picture by Patrick Riviere/Getty Images

In a piece on salary negotiations published by movie industry magazine Encore, Markson explains his recommended take-no-prisoners approach:

One of the key mistakes people make during negotiations is to talk. Say what you want, then shut up. He who breaks the silence, loses. If you want $50,000, say ‘I want $50,000…’ Don’t then start talking about why you deserve the money and things like that. They have to answer you. The other key point is to start high — you can always come down.

This tactic is a variant on one we've noted before: simply repeating an offer when it is made and then sitting in silence. Justification has its place, but so does not overplaying your hand.

How to negotiate a pay rise [Encore (republished on Mumbrella)]


Comments

    So, if your boss asks you why you deserve the raise you're asking
    for, do you continue to sit in silence, or do you answer them?

    This approach worked for me a little while ago. I'd asked for an
    increase in my hourly rate, given my justification and let them sit
    on it. It's a weird feeling, and you have to pick the moment, but
    it can work.

    What worked once for me was stating I wanted 20% more, or I'd
    resign. It helped that I knew there were a number of projects
    coming up that needed my particular skills, that I was paid 15%
    less than other people on a similar level to me, and that I was
    planning on leaving in the next year or so (so it didn't matter if
    it left a bad taste in anyones mouth). So picking the time is
    important!!!

    Pay rises still exist??? OMFG!

    I told my manager, I know the value I provide is $X. I'd like to be
    paid closer to $X. The topic did not come up again. 5 or 6 weeks
    later, my new salary was $X. As with others, timing is everything.
    We were in the middle of a killer project that had felled any
    number of senior staff, and presumably she saw this as a way to
    keep a key resource happy (and on the team).

    I used this a 'tool' in negotiations for a salary increase a few
    years ago. As with everything, timing is everything - because of
    nature of the place that I worked in, Salaries were very much,
    pre-defined, so an increase in salary was almost out of the
    question, but the boss gave me a 'work trip to France and Italy for
    8 weeks (including my partner) and a new mobile phone, a new
    laptop, and a whole bunch of new responsibilities. It worked out to
    be better than a salary increase because I'm much happier with my
    new role.

    I like having rise offers thrown at me.

    Payrise (if any) is decided by the HR in the company I work for and
    they don't consult the employee whatsoever. p.s. it's one of the
    major airlines

    I have a similar strategy when I'm receiving a job offer. When I'm
    told the salary, I break out into hysterics. If the person I'm
    talking to is close enough, I'll pat them on the back; otherwise,
    slapping my knee is usually sufficient. Then I'll stop laughing,
    wipe the tears from my eyes, and say "but seriously... what's your
    offer?"

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