Sooner or later, almost everyone faces the challenge of a salary negotiation at work. However, the topic of salary negotiations causes panic and anxiety for some. Our tried and tested strategies show you what you should look out for in order to navigate confidently and successfully through the interview and ultimately achieve a higher salary. We have 10 helpful tips on how to apply the right strategy to successfully achieve a higher salary in your next interview.

1. Match  your salary to the industry

Before you dive into your next salary negotiation, it's crucial to develop a solid understanding of the "value" of your qualifications in your specific company and industry. This depends on many different factors, such as company size, location, education and experience, to get a realistic idea of your market value. This is because there can be considerable differences depending on whether you work in a large law firm, in the insurance sector, in auditing or in management consultancy. 

Salary information in the cover letter of your application

Not only during the salary interview, but also in the written application, you cannot avoid stating your specific salary expectations at some point. More and more companies are now asking applicants to state their salary expectations in their application. At this point, the company gets a first impression of whether you are able to assess your own value appropriately, whether you are playing poker too high or whether you are selling yourself short. If the written application asks for your salary expectations, you should not ignore this under any circumstances. It is advisable to find out in advance about the standard salary level for your position. The salary should be standard for your position. As a career starter from a previous job, you can add up to 15 % to your previous salary - after all, you are also aiming for financial progression in your career. You should also consider potential bonuses and non-cash benefits as part of your salary. It is possible that former employees have already shared their views on this topic publicly (digitally).

2. Good arguments

Salary negotiations usually follow a fixed pattern. Anyone who cannot put forward convincing and good arguments in these discussions and cannot present and sell their qualifications effectively will quickly find themselves on the defensive. In addition, superiors or HR managers are experienced negotiators and often have the upper hand in such situations. Careful preparation is essential to even out this imbalance.

As a first step, you should take a critical look at why a higher salary is appropriate for you and what valuable contributions you have made to the company. Good sales figures, additional tasks, the completion of a successful project or increased responsibility in the team could be important examples. Perhaps you have also acquired new qualifications over time that could be useful to the company in the future? You should record these considerations in writing and at the same time ask yourself how colleagues and superiors have perceived you recently.

3. The right timing

Has the most important customer cancelled? A project has failed because a customer was dissatisfied? Have you just returned from a sunny holiday? Or maybe you want to use the relaxed atmosphere at the company party to talk to your line manager about your pay rise between beers and bratwurst? Please don't! Regardless of your careful preparation and the legitimacy of your request for a salary increase, the right time plays a decisive role. In difficult times, you should avoid the topic of a higher salary. Wait for a good time. Salary negotiations should never be rushed. It is imperative to make an official appointment. In addition, it is advantageous that the decision-maker(s) have a fresh memory of your previous achievements, completed projects and successes.

4. No power struggle

Confrontation is out of place in salary discussions. The key word here is negotiation, not confrontation or a verbal trial of strength between you and your line manager! The aim of the discussion should not be to force the best possible amount and then emerge as the triumphant winner. Rather, it is about reaching an agreement with your interviewer and maintaining a positive level of communication in the long term. An honest conversation with factual arguments will help you not to lose sight of your goals and maintain a fair and harmonious dialogue atmosphere. This way, your employer will also agree to your desired salary.

5. Authenticity

Of course, it is important that you have an understanding of your own value and your professional achievements in the salary discussion. However, you should definitely avoid arrogance and overconfidence. An overconfident or arrogant appearance, whether through your behaviour or appearance, can come across as distant and off-putting to recruiters. Excessively high salary expectations or an exaggerated salary expectation make a negative impression. Instead, it is advisable to appear self-confident but authentic.

6. No comparisons with others

An often underestimated taboo in salary negotiations is to use other colleagues or previous employers as arguments. Neither the subjective perception of the performance of other team members nor looking back on previous professional experiences will help you to present yourself convincingly in this interview. In line with the saying "He who compares, becomes unhappy!", it is advisable to focus on your current performance.

7. No self-pity

It's not uncommon for employees to try to use their financial situation as an argument for a salary increase in order to convince their manager. However, neither a third child, high maintenance costs nor an impending divorce are likely to persuade the company to grant you a higher salary. In fact, an argument based on self-pity is more likely to be met with rejection. In your interview, you should therefore not spend your energy explaining personal circumstances. Instead, focus on presenting your strengths and emphasising your achievements - that way you can score points!

8. No subliminal threats

Employees sometimes try to use all available means to justify their desired salary increase. In doing so, some subconsciously tend to use subtle threats. This is a big mistake and should be avoided at all costs. Statements such as "I could earn significantly more elsewhere" or "Without this increase, I'll lose motivation" are absolute no-goes and could lead to you losing out in the interview. HR managers are often unable to react appropriately to such threats and may feel personally attacked, which could lead to them advising you to look for work elsewhere. By making threats, you open yourself up to a power play instead of focussing on your qualifications, achievements and professional goals - and this is exactly what should be important in the salary negotiation! 

9. Concrete statements

Remain authentic, focussed and avoid vague statements. If you would like a higher salary, do not give a salary range. Otherwise, you leave your superior free to choose and he will probably orientate himself towards the lower end of the range for economic reasons. Stating a specific salary amount also shows that you radiate self-confidence. At this point, recruiters want to know how realistic you are about yourself and your performance. Can you market yourself effectively and how convincing are you in this (stressful) situation? It is therefore advisable to go into the negotiation with a clear salary figure.

10. Bonuses & Co. 

Money isn't everything that counts! Non-monetary salary components in combination can be extremely attractive for employees. The salary package has become increasingly flexible over time. In addition to the basic salary, employers also offer their employees incentives such as bonuses, company cars, further training support or benefits in kind. It is therefore worth considering these elements to improve your overall salary in an alternative way. After the negotiation, it is generally advisable to ensure that all agreements made are confirmed in writing to avoid any unpleasant surprises later on.

Even if the desire for a higher salary is understandable, you should always bear in mind that salary is not everything. If you receive a job offer from a company that matches your career aspirations, salary should not be the only deciding factor. Good career opportunities, pleasant colleagues and a competent supervisor can be just as valuable as a higher salary in the long run. Now is the time to get your head together and be well prepared for salary negotiations!