The Negotiator Magazine

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You need to make your value visible. People pay what they think you are worth and you have a major role in making sure they appreciate that worth. The key to making your value visible is to present it in ways that reflect the concerns of the person you are negotiating with. When women did this, they had success.

"I gave a PowerPoint presentation highlighting my accomplishments for the year and the cost savings/increased revenue generated for the company. This also included a chart of what the average employee of the company generated in comparison to myself. I was given a $5000 raise and a bonus of $2000."

"I went into the reviewer’s office with all of my notes, achievement and letters of recommendation received throughout the years on accomplishments made during my employment. I also had cost efficiency reports indicting how much I save in certain areas. There was no negotiation -- it was great."

Not all respondents were successful. When they highlighted superior performance, their case was not compelling to the other person or they were challenged.

"I displayed written documentation of how much money I saved the company by eliminating the need for a service vendor. My efforts were disregarded and I soon left the company."

"I completed the discussion around my performance which had not been discussed for the entire year. I presented my completed goals list and my outline of what I expected as a salary increase. My manager promptly indicated that she was not going to give an increase because she was not satisfied with my performance because I was capable of much, much more."

Making your value visible requires a good understanding of what the other person values. Just because goals have been achieved, does not mean automatically that a raise will be forthcoming. You need to present your accomplishments in ways that further not only your interests but also those who are evaluating you. But you need to be prepared to defend challenges to your performance.

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