Home > Life

How to ask for a higher salary (guilt-free)

Mashable discussed the good, the bad and the unknown pertaining to salary negotiation.

Tracey Edouard

on June 30, 2016

How to ask for a higher salary (guilt-free)

Credit: Meriel Jane Waissman / getty

Mashable's latest #BizChats Twitter chat discussed how to negotiate your way to the salary you deserve.

Over the course of an hour, @MashBusiness covered an array of questions, ranging from key salary-based questions to ask during an interview to other negotiable perks should you inquire about to benefit your career.

Several negotiation experts shared their expertise on the topic including: Karen Keller, creator of the Keller Influence Indicator® and influence expert; Lewis Lin, author of Five Minutes to a Higher Salary; Meghan Godorov, career consultant and speaker; and Victoria Pynchon, negotiation consultant, author and trainer at She Negotiates.

You May Also Like

Check out highlights from the chat in the Storify below:

Mashable Trend Report

Decode what’s viral, what’s next, and what it all means.

By clicking Sign Me Up, you confirm you are 16+ and agree to our Terms of Use and Privacy Policy.

Thanks for signing up!

Original image has been replaced. Credit: Mashable

View the story "#BizChats: How to negotiate your salary" on Storify#BizChats: How to negotiate your salaryMashable discussed how professionals can negotiate their way to acquiring the salary of their dreams.Storified by Mashable· Wed, Jun 29 2016 19:22:54 When the time comes to talk about money, you wouldn't be the first person to experience the jitters associated with such a touchy conversation. It can be very challenging to separate your emotions from your work. After all, you spend the most amount of time devoting your blood, sweat and tears into your job. It's only natural to be emotionally invested in your work.

Although many professionals' first instinct is to clam up when negotiating salaries, we're here to flip the script and give you the tools you need to create a compelling case to acquiring the salary you deserve.

@mashbusiness and several negotiation experts participated in a #BizChats Twitter chat to discuss how professionals can negotiate their way to a higher salary (guilt-free). Welcome to #BizChats! Today we’re discussing how to negotiate your salary. Please introduce yourselves!Mashable BusinessA warm welcome to our negotiation experts: @KarenKeller, @Lewis_Lin, @meghangodorov, & @VickiePynchon! #BizChatsMashable Business#BizChats tip: Be sure to number your answers according to the question you're answering. (ie., Q1.--> A1., Q2. --> A2., Q3. --> A3.)Mashable Business#BizChats tip #2: Don’t forget to include #BizChats at the end of all your answers to be a part of the conversation!Mashable BusinessQuestion 1:Q1. What are the pros and cons of negotiating your salary? #BizChatsMashable BusinessQ1. Pros; if salary $50-$100K, 10% raise is $150K-$300K over work lifetime #bizchatsVictoria PynchonPro: Practice helps and will make you more inclined to go for it in the future #bizchats @mashbusiness #confidence #salarynegotiationMeghan GodorovQ1. Pros: yr present salary is limitation on next salary even w/ new employer @mashbusiness #bizchatsVictoria Pynchonhttps://t.co/Hg6DtyEJAO - Negotiating salary may determine your next salary. Take the risk. #BizChatsKaren Keller@mashbusiness Q1. ProTip: follow up w/ yr research on mkt value #bizchatsVictoria PynchonPro: More money over the course of ur lifetime..the more u ask for now, the more u can ask for in your next job, etc #BizChats @mashbusinessMeghan Godorov@mashbusiness A1 Pros: If you ask, you might get more! #BizChatsLewis C. Lin@mashbusiness Pro: Validating your abilities&worth Con: the fear of being fired bc someone can always do your your job for cheaper #BizChatsShannon Gausepohl@mashbusiness #bizchats Pro: Giving the impression that u mean business & understand what to expect for this position in ur field #confidentMeghan Godorovhttps://t.co/Hg6DtyEJAO - demo you know your value & respect that the manager knows what to do with it. #BizChatsKaren Keller@mashbusiness A1 Con: If you're mean in your salary negotiation, you might lose the offer or damage the relationship. #BizChatsLewis C. Lin@mashbusiness A1. ProTip: if they stump U say, “let me think about that & get back to you.” #bizchatsVictoria Pynchon@mashbusiness A1: Pro - You know your worth to the company. Con - You may over/undervalue your worth to the company. #BizChatsJennifer BakerA1 Another pro: The avg. salary increase when you negotiate is $6k. That could be $100k over 30 years! #BizChatsLewis C. Lin@mashbusiness A1. Pro: Standing up for the salary you deserve. Con: The monetary raise you deserve might not be available. #BizChatsTracey EdouardA1.Con - tough to negotiate when unemployed. This is where confidence plays a huge role. #BizChatsKaren KellerA1.Con - it could ruin good will & place a label on you– expressing high expectations or being demanding–all about perception. #BizChatsKaren KellerA1: Con -Sometimes ur needs cannot be met by the position. It is ok to leave the offer at the table #bizchats @mashbusinessMeghan GodorovQuestion 2:Q2. What research should you conduct when building a salary case? #BizChatsMashable BusinessA2. What does the industry dictate? Know your market value–better yet know who to demo your value to decision maker. #BizChats@MashBusinessKaren KellerA2. Research: ask friends, ask colleagues u trust (it’s ILLEGAL to forbid exchange of comp #s) @mashbusiness #bizchatsVictoria Pynchon@mashbusiness A2 Salary websites such as @Glassdoor and @payscale. #BizChats #NegotiationTipLewis C. LinA2. Research: think of yr value in hands of yr employer; do u drive revenue, cut costs? Estimate those figures; use them #bizchatsVictoria Pynchon@mashbusiness A2: Internally and externally. Get stats and facts to back-up your suggestion. #BizChatsJennifer BakerA2. Research: Know engagement figures: profits driven by engaged employees @mashbusiness #bizchatsVictoria PynchonA2: -Your own budget (expenses, savings- retirement, travel + income after taxes and benefits; fun!) i.e. Use @mint #BizChats @mashbusinessMeghan Godorov@VickiePynchon A2 Asking friends is a great idea! Especially those who are managers. They know salary levels and bands! #BizChatsLewis C. LinA2. Know the ‘extra’ benefits. Decide ahead what is really important to you – family, money, opp to share ideas, etc. #BizChatsKaren KellerA2: PROTIP: %U.S. workers engaged 32%. Majority (50.8%) "not engaged," 17.2% "actively disengaged @mashbusiness #bizchatsVictoria PynchonA2. PROTIP: Engaged employees 40% increased performance, 18% increased customer satisfaction, 14% less turnover @mashbusiness #bizchatsVictoria PynchonA2: Check out @PaycheckCity for info about the area's taxes, cost of living, etc. Take home pay can be found here #BizChats @mashbusinessMeghan GodorovA2. Salary range for the position you are interested in (for your industry) #BizChats https://t.co/KeyMIREONkAnnaA2. Turnover a problem for every biz @mashbusiness - ask about it; don't threaten #bizchatsVictoria PynchonA2 Some newer sites for #salaryresearch: @getpaysa and @Comparably. #BizChatsLewis C. LinA2: consult with professional association resources as well #bizchats @mashbusinessMeghan GodorovA2. What does the industry dictate? Know your market value – better yet know who to demo your value to decision maker. #BizChatsKaren KellerA2: Know what the position requires and match ur skills 2 that and what you learn in the interview. #Bizchats @mashbusiness Use pts in convoMeghan GodorovA2. If u use pay https://t.co/F0p8WVo2yz u'll see gender gap; use male stat as market value @mashbusiness #bizchatsVictoria PynchonA2: The best negotiators build a biz case for why they deserve higher pay. E.g. "I brought in an extra $100k in new Q1 business." #BizChatsLewis C. LinQuestion 3:Q3. What are key salary-based questions to ask during an interview? #BizChatsMashable BusinessA3. What's the salary range? #BizChats https://t.co/4aCnPcJrfULewis C. LinA3. Will you put this offer in writing? #BizChatsKaren KellerA3: KEYQ’s: is compensation compression an issue (are u stuck in a band u don’t belong in?) @mashbusiness #bizchatsVictoria PynchonA3. Are you open to a salary discussion? #BizChatsKaren KellerA3: KEYQs: what would it take for the company to bring me up to market? @mashbusiness #bizchatsVictoria PynchonA3: Use caution discussing salary in an interview. In next tweet r key responses 2 typical employer ?s re #salary #bizchats @mashbusinessMeghan GodorovA3: KEYQ’s: what are the company’s greatest opportunities this year that I could help it achieve? @mashbusiness #bizchatsVictoria Pynchon@mashbusiness A3) What is the base salary? What are the metrics or steps for salary raises. What wage is top in position? #BizChatsHotSchedulesRCTA3: KEYQ’s: what do u see as the greatest contribution I could make this year? @mashbusiness #bizchatsVictoria PynchonA3 Ask the factors used to determine salary. Then communicate how you fill the need/gap/requirement. #BizChatsJoynicole MartinezA3: KEYQ’s: what are the company’s greatest challenges this year that I could help address? @mashbusiness #bizchatsVictoria PynchonA3: Employer: “Can u share ur salary history w/me so I can see if we’ll be able to match ur current pay?” #bizchats @mashbusinessMeghan GodorovA3. My all-time fave #negotiation question, "Is there wiggle room?" Simple Y/N question. Casual and not confrontational. #BizChatsLewis C. LinA3: PROTIP: U shld ask most of these Qs and get answers BEFORE the interview; have yr sponsors in place @mashbusiness #bizchatsVictoria PynchonA3: Applicant: “My salary expectations will be based on the position’s reqs + my qualif as related 2 ur org’s needs. #bizchats @mashbusinessMeghan GodorovAsk about 401K options, bonuses, what determines raises. Starting point less important. #bizchats https://t.co/zPRBDpOnArMatt LaCasseA3. What are key factors that determine salary increase for employees? Increase range? #BizChats https://t.co/e9df0riS6AAnnaA3 Organizational Model of the company, project management techniques and possibility of overtime payments #BizChats https://t.co/HQuHa0TPmODaniel EmekaQuestion 4:Q4. What different components can you compile to help make your salary pitch perfect? #BizChatsMashable BusinessA4 Practice the #negotiation with a friend. Shake out all the nerves. Anticipate the Q&A. #BizChats https://t.co/6IH4tr2RKRLewis C. LinA4: Components are: #confidence, #practice, a #direct and #patient approach to the conversation. #bizchats @mashbusinessMeghan GodorovA4: CompPitch: It’s a give&take; time for co. to incentivize me for continued engaged efforts @mashbusiness #bizchatsVictoria PynchonA4. Come prepared with the best PRESENCE you can! Be able to sell YOU! #BizChatsKaren KellerA4: CompPitch: Rewrite your job description as what u REALLY do (yr duties hv changed w/o position change) @MashBusiness #bizchatsVictoria PynchonA4. Build your confidence and demo your commitment. Beef up interpersonal skills. #BizChatsKaren KellerA4: CompPitch: Market value for this position is $____________ @MashBusiness #bizchatsVictoria PynchonA4: CompPitch: Appreciate downturn; I pitched in, took on extra duties, stayed w/ co, was loyal @MashBusiness #bizchatsVictoria Pynchon@mashbusiness A4: Prove that you are essential to the company (e.g. results of your work). #BizChatsJennifer BakerA4: CompPitch: Appreciate downturn; I pitched in, took on extra duties, stayed w/ co, was loyal @MashBusiness #bizchatsVictoria PynchonHave key previous work experiences that prove your ability! #BizChatsLauren MostillerA4: CompPitch: As a highly engaged employee, I drive others who drive revenue, cut costs @MashBusiness #bizchatsVictoria PynchonA4. Use facts and research. Propose objective measures that fit what you bring to the table. #BizChatsKaren KellerA4: CompPitch: I drive $_____ revenue or save $_______ costs, drive profits @MashBusiness #bizchatsVictoria PynchonA4: Beyond "knowledgeable" understanding of role, research on key insights and figures in the company and industry @mashbusiness #BizChatsDaniel Emeka@mashbusiness A4) Show how you've gone beyond you job description/tasks & the value it's brought to company (show in $ if able). #BizChatsHotSchedulesRCT.@mashbusiness Here's an infographic for the best #paychecks in America. Best #paycheck = best salary. #BizChats https://t.co/9YXRNqC5kaPaycheckCity@mashbusiness A4: Component 1 = Industry standards and averages Component 2 = why you are deserving beyond standard/average #BizChatsAaron HockelQuestion 5:Q5. Aside from salary, what are other negotiable perks should you inquire about to benefit your career? #BizChatsMashable BusinessA5: Benefits and other lifestyle options: half day Fridays, remote work, extra vacation... #bizchats @mashbusiness https://t.co/d4LWOoDPTVMeghan GodorovA5: NegotiablePerks: review comp again in 6 months rather than 1 year @MashBusiness #bizchatsVictoria PynchonA5. Work hours. If you go above and beyond in shorter period of time how will that shake out in time expectations? #BizChatsKaren KellerA5: NegotiablePerks: career path; promotional opportunities; training @MashBusiness #bizchatsVictoria PynchonA5. Inquire about the org culture. Ask how certain perks are valued or most popular with people. Listen to the ‘stories.’ #BizChatsKaren KellerA5: NegotiablePerks: bonuses!!!! Pegged to company perf & individual achievement @MashBusiness #bizchatsVictoria PynchonA5. Find out re promotion/advancement/prof dev opps & more responsibilities. More responsibility primes the pump to higher salary #BizChatsKaren KellerA5: Think about your 5-year future self. What do you want to have accomplished professionally? #bizchats @mashbusiness Ask for mentorship!Meghan Godorov@mashbusiness A5: Health benefits, lieu time, vacation time, your favourite snack stocked in the vending machine. #bizchatsJennifer Baker@mashbusiness A5) Communicating expenses covered, in some areas such as the NYC area you might spend 300+ a month commuting! #BizChatsHotSchedulesRCTA5. Random self-promotion: hire nego consultant - they're on the net; check out bona fides; @SheNegotiates gets 20-40% raises #bizchatsVictoria Pynchon@mashbusiness A5. Vacation days. Asking for more responsibility. #BizChatsSamina SultanaQuestion 6:Q6. What are the biggest mistakes people make when looking to negotiate their salary? #BizChatsMashable BusinessA6: Mistakes: Leaving money/benefits on the table @MashBusiness #bizchatsVictoria PynchonA6 Revealing your previous compensation activates anchoring bias. #BizChats #NegotiationTip https://t.co/NbxJ4TNN1bLewis C. LinA6: Mistakes: Not starting 2-3 places above what u want @MashBusiness #bizchatsVictoria PynchonA6. Not buying in to their worth – not knowing their value. Not understanding the connection between their value and org goals. #BizChatsKaren KellerA6: Trying to #negotiate several facets of the offer at once. #Salary first then a benefit or two #BizChats @mashbusinessMeghan GodorovA6. Many don't do their research, ask for too little, and regret not starting with a higher #. #BizChats https://t.co/NbxJ4TNN1bLewis C. LinA6. Don't have an answer to the question "why should we give you X?" #BizChats https://t.co/S2RzykT0zDAnnaA6 Accepting the 1st offer without negotiation. #BizChats #NegotiationMistake https://t.co/748marjXJRLewis C. LinA6. Accepting defeat before negotiation starts. No courage – not able to risk. Reason to have good relationships. #BizChatsKaren KellerA6: They simply don’t or settle for less than what they can afford. You won't know unless you try. Be #fearless #bizchats @mashbusinessMeghan GodorovA6 Taking the negotiation personally. Don't be mean. A low offer is not a reflection of your self-worth. #BizChats https://t.co/NbxJ4TNN1bLewis C. LinA6. Not expressing your passion – low confidence – not knowing the giver #BizChatsKaren KellerA6: Mistakes: Not talking to the right people (especially beforehand) @MashBusiness (people w/ power to make a diff) #bizchatsVictoria Pynchon@mashbusiness A6: When negotiating I ask for more than I actually want. The other party will negotiate down, and I leave happy. #bizchatsJennifer BakerA6. Focusing on self instead of company; marry these in your preparation and frame EVERYTHING as company benefit @mashbusiness #bizchatsVictoria Pynchon@mashbusiness A6) Take negotiations personal. Can't show why raise is a value to company, has no business-driven reason for raise. #BizChatHotSchedulesRCTA6: Not negotiating for freelance positions or paid internships (sometimes possible). Don't leave $ on the table #bizchats @mashbusinessMeghan GodorovA6 Distraction by ambience of company, boardroom, interviewers and focusing more on the money and not the job itself #BizChats @mashbusinessDaniel EmekaQuestion 7:Q7. What are the immediate steps one should follow if a monetary raise isn't a current option for your company? #BizChatsMashable BusinessA7. Be ready to show the boss how what you have to offer will make him/her look good. Make boss an advocate. #BizChatsKaren KellerA7: Immediate Steps: Self promote by promoting/praising your team @MashBusiness #bizchatsVictoria PynchonA7. Talk about how things would be different if you weren’t in your position. #BizChatsKaren KellerA7: Immediate Steps: Be of service to power players; be kind to low power ppl (they may hv power someday) @mashbusiness #bizchatsVictoria Pynchon@mashbusiness A7: Seek other perks, like working from home, lieu time, change of office space #bizchatsJennifer BakerA7. Do what baseball players do – WAR logic – Wins Above Replacement – show them you are a superstar (you get results). #BizChatsKaren KellerA7: Immediate Steps: Keep sponsors aware of your individual achievements @mashbusiness #bizchatsVictoria Pynchon@mashbusiness A7. Research. Present an alternative option. #BizChatsSamina SultanaA7 Learn your immediate superior's needs, fears, preferences, risk tolerance, desires and serve them @massbusiness #bizchatsVictoria PynchonA7: You can ask for a day or 2 to consider offer as it stands. Then review your #lifestyle preferences #thinkonit #bizchats @mashbusinessMeghan GodorovA7: Immediate Steps: Give more than you take @mashbusiness #bizchatsVictoria Pynchon@mashbusiness A7: Take a deep breath! Then explore other forms of compensation. Salary is not only way to win a negotiation #bizchatsAaron HockelA7: Immediate Steps: Demonstrate loyalty to company goals; determination to meet company challenges @mashbusiness #bizchatsVictoria PynchonA7. Negotiate non-monetary perks – time off, use of facilities, etc. Ask boss what he/she would rec to compensate in place of $$. #BizChatsKaren KellerA7: If #negotiating for #raise, then ask 4 other #professionaldev opps to add value to ur #career and the company #bizchats @mashbusinessMeghan GodorovA7. Genuinely, think less about yourself, more about the people u work with and the challenges they face @mashbusiness #bizchatsVictoria PynchonA7: Read > about #negotiation. It's a skill u need in ur career #salary or otherwise #bizchats @mashbusiness https://t.co/nG40kbQx4FMeghan GodorovQuestion 8: Q8. What final tips do you have for negotiating your salary? #BizChatsMashable BusinessA8. Design a performance-based bonus plan, walk your boss through it. Show him/her the numbers during a 1:1 meeting. #BizChatsKaren KellerA8. Present what you will be doing for future growth. Prepare a one-page cheat sheet to share with boss. Show initiative. #BizChatsKaren Keller@mashbusiness A8: Ask for more than you want. Back-up with stats & your personal performance. #BizChatsJennifer BakerA8, Increase salary pitch by pointing out how you’ve achieved a set of objectives and are ready for more – and a higher salary! #BizChatsKaren Keller@mashbusiness A8: Be prepared to compromise, be reasonable, be professional, be knowledgeable #bizchatsAaron HockelA8 Don't be afraid to ask. And don't forget to ask nicely! #BizChats #NegotiationTips https://t.co/gOgZj9nc0SLewis C. LinA8: FinalTips: Own your contribution, B accountable for your failures @mashbusiness #bizchatsVictoria PynchonA8. Focus on the impact you, and only you, have in the org, not just your duties and tasks. #BizChatsKaren Keller@mashbusiness A8. Be reasonable. Don't let the negotiations get out of control. #BizChatsSamina SultanaA8 Know when to fold. Set a floor and a ceiling and if you have to - walk away. #BizChatsJoynicole MartinezA8 Think of yourself as an asset, make sure you create good enough value of yourself to always remain competitive #BizChats @mashbusinessDaniel EmekaClosing Comments: Thank you for joining today’s #BizChats!Mashable BusinessSpecial thanks to our negotiation experts: @KarenKeller, @Lewis_Lin, @meghangodorov, & @VickiePynchon! #BizChatsMashable BusinessSo happy to have been part of this today! https://t.co/sbVUh6xPG1Meghan GodorovGreat chat and superb tips! Thanks @mashbusiness @KarenKeller @Lewis_Lin @MeghanGodorov @VickiePynchon #BizChatsJoynicole Martinez@MashBusiness – Thank you – great time! #BizChatsKaren Keller@mashbusiness #BizChats Happy to be a part of this chat! Such great advice from everyone. Thx to all participants!Meghan GodorovMashable

Have something to add to this story? Share it in the comments.

Tracey Edouard

Tracey Edouard is a Social Media Assistant for Mashable, with a primary focus on daily content optimization for Mashable Business & Startups on Facebook, LinkedIn and Twitter. Since the start of her internship in September 2014, Tracey has created and managed the first-ever #BizChats Twitter chat, a new series which highlights various topics surrounding business. She's a Long Island native and a proud graduate of The Pennsylvania State University (May 2013).