Getting a better-than-average raise is primarily a communication problem. The person who can give the raise is likely to resist your idea because he /she is rewarded for controlling costs, not for approving better-than-average raises. Overcoming such resistance is a multi step process that will require determination and patience. Success usually means you need to plant the idea in your manager's mind in installments over a period of time rather than trying to win her over in one dramatic confrontation where you do a brilliant selling job.

Most people have trouble discussing pay issues with their employers. That's why employers so often have no idea that someone is dissatisfied until they're given two weeks' notice. In the end, communicating about money is actually a helpful act for your employer as well as yourself. An appropriate resolution or increase results in a rededicated employee, and an employer who doesn't have to worry about finding and training a replacement.

Nevertheless negotiating about money is in people's discomfort zone. Still, you must learn to do it. And like anything else, negotiating for money becomes easier as you gain more experience you get doing it.

Here's how to proceed:

1) Research your company's compensation policies
- What is the maximum raise typically given?
- When are raises given?
- What are the opportunities for advancement?
- What do you have to do to qualify for those opportunities?
- How is your performance evaluated?

Know well what standards your employer uses for measuring performance. Concentrate on the achievements that are valued. Only accomplishments your manager appreciates will justify a raise. Concentrate your efforts in the areas (projects, skills, abilities, work habits) that your manager especially values.

2) Evaluate your job description
Over time it is easy to take on new assignments without considering that increased responsibilities may justify increased compensation.

3)Find out how much others make in comparable jobs
How much are workers in positions comparable to yours being compensated?

Do your homework. Check with any professional association you belong to for salary surveys. Check job ads in local newspapers, career-oriented magazines, and the internet. Find out the salary ranges of co-workers and colleagues, both within your department and within your company. Get the facts and figures and use them appropriately when justifying your request for more pay.

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