How to Get a Raise

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The salary you'd like to make isn't necessarily what you should be making. While switching employers can be a chance to boost your salary, you need to know what's in the ballpark. Ask HR what the salary range is for the position you're interviewing for.

• Negotiating after you've already reached an agreement.

Yes, the best time to ask for what you want is when the company has indicated that they want you. And everyone knows that part of the "fun" of negotiating is the back and forth. And yes, you can do more than one round.

But once you have accepted someone's terms, it's bad form to come back and say: "You know, I really think I need more money/vacation/staff and just can't accept the job otherwise." Guess what—you already accepted! Should a company not rescind its offer—but trust me, it probably will—you are starting off on the wrong foot.

Regardless of whether you're looking to get a boost where you are or you're going elsewhere, remember that these are business decisions on both your end and the employer's. That means do not—repeat, do not—get emotional when negotiating. Your doing so will at best give the other side a leg up. At worst, it will make them think less of you, and that's not going to work to your advantage when you're trying to establish your worth.

Stick to comments like: "I believe" or "I think" or "I'm confident that" instead of "I feel." Better yet, use hard facts that will speak for themselves: "I saved the department 20% on production costs;" "The new technology platform I implemented has allowed us to cut tech support costs by 50%."

It can be hard not to get emotional, however. Beyond being merely a practical matter of survival, security, and solvency, compensation can be a matter of self-esteem.

After all, if your compensation is indicative of how you're valued by your employer, it stands to reason that less-than-great compensation is demoralizing. It's hard to feel excited about work and feel good about the work you do if you feel unappreciated.

If you find yourself feeling that way, then it's time to look to get more out of your job—financially and otherwise. Failing that, it's time to look for a new job. (If that's what it comes down to, take a look at "The Way to a Winning Résumé" and watch this video about online job searching.)

Someone once defined negotiation as a process by which both parties walk away equally dissatisfied. The flip side of that is both parties walk away equally satisfied. That's a worthy goal to shoot for. Take a look at our slide show for more details on negotiating pay and perks—and start planning your approach.

Liz Ryan writes her "Career Insight" column and answers readers' questions every week at www.businessweek.com/managing/. She is an expert on the new-millennium workplace and a former Fortune 500 HR executive.