The Introvert’s Guide to Successfully Negotiating a Salary Increase

Are your negotiation skills sizzling when it comes to bringing home the bacon?

Negotiating a salary increase can be an intimidating task for anyone, but for an introvert I understand why this can be particularly challenging.

Self promotion doesn’t come easy and those conversations that showcase skills, talents and your worth seem to come so much easier to your more extroverted colleagues. I know that for you difficult conversations are ideally avoided and only done out of absolute necessity.

Would it be fair to say that more often than not, you’ll opt for a quiet life over plunging yourself into a challenging situation?

We often associate being assertive with being bold and brash. Assertiveness can conjure up images of being outspoken and forceful, but there are many ways to be assertive and you definitely have the skills to be assertive in your own unique way.

So how do you go about having that all important, and sometimes life changing discussion about your salary?

Whether your an introvert or an extrovert there are some golden rules about how this topic should be approached.

Understanding Your Value

If you can’t clearly articulate your value in the negotiation then you don’t understand it well enough. So before entering negotiations, take the time to thoroughly appreciate the specific value you bring. By that I mean what’s unique about you? Skills and capabilities can be learnt. Experience can be gained, but there isn’t anyone as unique as you. So what is it about you that makes you different from everyone else? Think this through carefully before attempting to start the conversation.

Quantify Your Value

Attention to detail is where you excel and this will prove invaluable in quantifying the value you bring to the company. Consider your qualifications and training particurlarly in recent months. What particular skills and capabilities do you have? Have you taken on additional work or special projects? Did you contribute to the company acquiring new business? Have you driven efficiencies through new processes? Did a client or senior manager praise you for something specific? And how are you measuring up against your KPIs and performance goals? Capturing all of this information is crucial because it’s the backbone of your business case. And when you’re clear about all of that there’s one critical point you must be able to demonstrate. That is, how does all of this add tangible value to the bottom line? You must be really clear about the value of this to the company. The investment you’re asking for has to come from somewhere, so use concrete metrics and data to showcase your impact on the company’s bottom line, efficiency, or productivity.

Market Research

Your love of information, analysis and research will come in handy here. Investigate salary trends in your industry, region, and position. This data will help you determine a realistic and competitive figure. Using this information in your negotiation will demonstrate that you’ve thought this through and it’s backed up with evidence.

Know What You Want and Why

When you have a clear picture of your value, contributions and market position then you can decide on the specific salary figure you believe is fair and justified. It’s important to have realistic expectations if your request is going to be genuinely considered. Be prepared to explain how you arrived at this number based on your research, accomplishments and market standards.

Timing

Timing is crucial when asking for a salary increase. I get it, it’s a difficult subject and the temptation to add this to the end of a conversation is overpowering, but don’t. The end of an hour long one to one, when you and your manager have been in deep discussion isn’t the time to raise such an important topic. The timing will influence how it’s received. The importance you credit this conversation needs to be reflected in your delivery, so tagging it onto the end of a conversation tells the listener that this is an afterthought. Rather, set up a separate meeting with your manager at a time when they are more likely to be receptive. Be clear about the topic because if you want to have a valuable conversation that delivers a successful outcome, catching them off guard won’t be conducive to this. So let them know why you want to meet them so they know what to expect.

Business timing is also imperative. Take into account the overall business climate and the company’s financial performance. If the organisation is experiencing turbulent times then even the best negotiations may not prove successful. Give consideration to the performance of the business and any seasonal or otherwise variations. Demonstrating awareness of these factors will show that your request is reasonable and aligned with the company’s current situation.

Preparation and Rehearsal

This is an equally important part of the process. As an introvert you thrive when you have time to prepare. And you also know that winging it and thinking on your feet is a less successful strategy. So rehearse the conversation you want to have. Do it on your own in front of a mirror or with a trusted colleague or advisor. This is to make sure that when you actually say the words they sound comfortable and convincing. If you do have someone to practice with they can give you valuable feedback as to how your pitch comes across.

Before you have the conversation write down key points you want to cover. Take your notes into the negotiation with you. It will demonstrate that you’ve given thought to your position and prepared well. You wouldn’t go into a job interview without having prepared so treat this conversation just like you would an interview situation.

Be Prepared to Negotiate

Recognise that the negotiation might involve some back-and-forth so it’s worth giving thought to you’re opening position and your fallback position. Neither are guaranteed but having clear negotiation parameters will set you up for a more productive conversation. And you’ll be ready to find a compromise that aligns with both your needs and the company’s offer.

Be Prepared to Offer More

Give some thought to what more you’re prepared to do to earn the increase and use this in your negotiation. How proportionate is what you’re prepared to offer in relation to the increase. Be smart about what you put on the table and when, and don’t sell your soul for the minimum amount. If there is an opportunity to negotiate up by putting more on the table from your side, then use it wisely. When you play all your cards at the start of a negotiation and you find yourself with nothing left to give, the power dynamics change.

Overcoming Objections

It’s unlikely this will be a case of “ask and ye shall receive” so put yourself in your managers shoes and try to anticipate the potential objections they might raise. Prepare persuasive responses that address these concerns while maintaining a positive and collaborative tone.

Listen

Having done your preparation and prepared your notes you’re in the best possible position to do what you’re good at. Listen. Pay attention to your manager’s responses and non-verbal cues during the negotiation. Listening actively can help you adapt your approach if needed.

Utilise your curiosity and critical thinking skills to ask questions during the negotiation. This demonstrates your interest in finding a solution that benefits both parties.

Value Silence

Silence in a negotiation is often underutilised but very effective. Knowing when not to speak is as important as when to speak and what to say and the timing is so important. Staying silent when you’ve done your pitch and stated your request is critical, it puts the onus on the other person to respond to your specific request. Equally when the other person makes an offer staying silent signifies that you’re considering their offer, even if you’re not!

As an introvert you’ll be accustomed to silence and it will give you time to process your thoughts, so lean into this natural tendency and let it work for you. Introverts are often comfortable with silence so use this gift wisely in your negotiations. Many negotiations go belly up because those involved don’t know when to stop talking so try not to make this mistake.

Final Thoughts

As an introvert the key is to embrace your natural qualities and lean on them for the best possible outcome. Preparation, market research, analysis, listening and thoughtful processing are just some of the key skills required for a successful negotiation.

Remember, salary negotiations are about demonstrating your value and advocating for what you deserve. With the right approach and mindset, you can navigate this process with finesse, confidence and professionalism. And you never know, you might just get the salary increase you rightfully deserve.

I work with introverted women in tech to help them advance their careers and become great leaders.

If you’d like to talk to me about your career advancement you can book a call here .

Why not join my new Facebook group for the Introverted Executive. A space to unite with fellow introverts… separately of course.