Dont Play Hard to

By Deborah Rothberg  |  Posted 2006-07-13 Print this article Print

Get"> Another suggestion was to examine alternatives, such as a review at 60 or 90 days.

Dont blow it
One of the worst mistakes Vobejda sees new hires make is asking right away when they can expect to be promoted.
"A potential employer wants to know that a person is excited about the job at hand. If you seem too eager for promotions, they might think youre just in it for the title," she said. Furthermore, you should never seem disinterested in the interview or play hard to get, said Vobejda. RENEGOTIATIONS: GETTING THE RAISE YOU DESERVE Start preparing early Preparing yourself for a meeting to renegotiate your salary versus discussing an initial salary offer are very different processes because the people you are speaking to already know your work firsthand. "First of all, when going into get a raise, youre renegotiating because theres a history and that history creates a different kind of approach. "You know them, and they know you, and you therefore need to understand what you do for the company, what your goals are, and what youve accomplished since youve been there. You should understand your value," Marc Freeman, a strategic and sales planning consultant and author of the upcoming book "Renegotiating with Integrity: Its Not Business, Its Personal," told eWEEK. No matter how long it has been since your last raise, or how overdue you perceive this one to be, Freeman warns people to watch their behavior. "You should never go in feeling entitled or angry. Its always legitimate to negotiate and renegotiate as long as youre humble and respectful. If youre not happy with what youre getting, dont be mad about it because the person you are talking to is often just the messenger," said Freeman. As with negotiating an initial salary offer, experts recommend people come prepared. "Have a good idea of the salary range for your job. Ask your HR department. They typically have this data so theres no reason you shouldnt be able to see it. Ask them what the raise policy is in the company," said Stacey Epstein, senior director of marketing communications at SuccessFactors, a San Mateo, Calif., provider of talent management solutions. Prove yourself Many experts suggest you start readying yourself for a raise the day you start your job, studiously tracking your accomplishments. "The biggest thing with asking for a raise is that many people view it as a one-time event. Its a year-long process," said Epstein. "Part of it is demonstrating what you are contributing to your organization throughout the year, and clearly defining and documenting your goals with your manager. Click here for advice on how to climb the IT ladder. Its a good idea to sit down in the beginning and come to an agreement on your objectives, and what you will need to do to succeed. Then, when its time for you to ask for more money, instead of just coming in and saying I did great this year; where is my raise? you will have an arsenal with you," said Epstein. Epstein also says its okay to frequently ask managers for feedback, such as how am I doing? and what should I be improving upon? She also tries to help raise-seekers understand how the process works behind the scenes. "I have 12 people on my team—a lot of people to think of when it comes to raises. At other companies, there may be hundreds of people who compete for the same pool of money," Epstein said. "If you document your accomplishments, your raise has less to do with the conversation and more to do with the evidence you have provided. If you negotiate with one of my direct reports, Im not privy to the conversation; I only know whats documented." Once again, negotiating is acceptable. If a manager cant give you the raise you want, see what else they can offer. "Find out how soon you can discuss this again. How about other forms of compensation, from extra vacation time to training and classes?" said Epstein. Dont lose your chance Some of the biggest mistakes people make are going in unprepared, or picking a bad time, said Epstein. "If you corner you manager as you are both coming out of a meeting and they say no, youve lost your chance." Check out eWEEK.coms for the latest news, reviews and analysis on IT management from


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