Negotiating at work means communicating with your boss or co-workers to ask or do what feels right for you.
There are three ways a negotiation can end:
- win-win – you find a solution that both parties like
- compromise – you both reach an agreement
- win-lose – only one party likes the solution.
When to negotiate at work
You’ve probably already negotiated for something at work without even realising it.
For example, you might have asked your boss for a day off, and in return agreed to do someone else’s shift to make up for it.
Most negotiations at work will take place between you and your boss.
Here are some other examples:
- your boss wants you to work overtime
- you want a pay rise at work
- you want to change your shifts or rostered day off
- your boss wants you to work extra hours on a shift
- you want to quit your job immediately.
Preparing to negotiate
Not all jobs allow for negotiation.
For example, if you’re working for large organisations like fast food restaurants you’ll be on a set pay rate. This means you will be paid the same as other people your age and in the same role in the organisation.
If you do need to negotiate with your boss or co-worker, think about:
- what you want from the situation – be firm about what you want, and stick to it even if you’re under pressure. For example, if your boss wants you to work back later and you can’t, then say no.
- any compromises you’re prepared to make – these can be things that aren’t very important to you, but might be important to the other person. For example, you agree to work back an hour rather than the three hours your boss asked for.
- the other person’s situation, and what their likely response is – be ready with some follow-up questions to find out where they are coming from. For example, find out why your boss wants you to work extra hours.
How to negotiate
Knowing how to respectfully ask for what you want is an important skill and will make a big difference to both your personal and work-life.
It can seem intimidating at first but practice makes perfect.
Here are some tips for negotiating well:
1. Be friendly
You’re much more likely to get the outcome you want if you’re friendly, relaxed and easy to deal with.
Be polite, don’t get emotional or take anything personally. Stick to the issue.
2. Be assertive
Being assertive means knowing what you want, and being confident about asking for it. It doesn’t mean being aggressive.
Be polite and persistent in getting what you want.
3. Take your time
Good negotiation takes time.
Don’t be in a rush to get what you want right away. It might take two or three discussions before you can reach an agreement. Just keep being polite and respectful.
4. Be prepared to leave the negotiation
Sometimes people can’t reach an agreement. When this happens, it might be better to leave the negotiation rather than accept a bad deal.
You may need to be prepared to accept you won’t get what you ask for.
Sometimes it’s better to walk away from a negotiation rather than accepting an outcome you’re not happy with.
For example, if you can’t come to an agreement about your pay, it might be time to think about quitting your job.
Negotiating your pay
If you want to negotiate your pay with your employer, do some research to find out what salary you should be on.
If you’re working in retail or hospitality make sure you’re being paid minimum wage.
If you’re a full-time worker being paid a salary then salary guides let you compare your salary with other people doing similar work.
Salary guides are mostly for professional jobs but you will also find information on industries like hospitality and construction.
Salary guide websites
You can look up your job on a salary guide to see the range of salaries paid for similar positions.
These guides are generally provided by for-profit companies. The information they give you is very useful, but you should be aware that they’re using these guides as a way to market their services.
- Hays is an international recruitment company that lets you compare your salary with other jobs in a similar field and location. You can use the ‘Check your salary’ button to find your job and where your salary fits in the range paid for that type of job.
- PayScale is an international salary research centre that also operates in Australia. You can look up average salaries for different jobs.
When to negotiate your pay
Here are some key moments in your working life when negotiating your pay might be easier.
When you’re offered a job
There are some roles where there is the opportunity to negotiate your pay once you are offered a job. It helps to know what you’re worth so research the minimum wage.
If you already have a job, you can also tell your boss what you’re being paid there.
Have a salary, or pay in mind and stick to it as closely as you can. Sometimes your boss won’t be able to give you what you want. If the amount you get paid is important, you can always turn down the job and look for another one.
Asking for a pay rise
If you’ve been in your job for a while (a year or more) and your pay hasn’t gone up, you have the right to ask for a pay rise.
Prepare for this discussion like any other negotiation. Know what you want to ask for, and why you think you deserve it. This could be because you’re:
- working lots of overtime
- doing work that's outside your job description
- successfully managing an important project
- legally entitled to a yearly pay rise.
At your performance review
There are some jobs where you might have a performance review. A performance review is usually a six or 12-monthly meeting where you talk to your boss or supervisor about your work.
This might be a formal meeting, or it might just be an informal chat with your boss.
A performance review can be opportunity to respectfully:
- negotiate on the work you do
- raise issues or challenges of your role
- ask about a payrise.
It can also be opportunity for your employer to offer you a payrise for a job well done!