When Takayi Chibanda took a temporary contract role last year, she accepted the pay she was offered because the job market was still tight.
But last month, when the finance specialist at a medical services company in Ottawa was offered the chance to stay in the job full-time at the same compensation, "I answered 'that would depend on what's on the table; give me some time and I will get back to you.'"
Even a year ago, she wouldn't have felt as confident about trying to negotiate her salary higher, Ms. Chibanda said. But with the job market recovering, "I went out a did some research and talked to recruiters about the pay for similar roles on the market."
She came back to her employers with a higher figure than they were offering. "It was a good negotiating process and we went back and forth and in the end met in the middle. I felt much more comfortable negotiating about compensation than I might have been in the recession, when I felt I would have to take what I could get," Ms. Chibanda said.
She's not alone. A new survey has found most Canadians have become more confident about asking the boss for more pay or holding out for higher compensation when they take a new job The survey of 1,024 workers in a range of industries found that 61 per cent said they would feel comfortable negotiating for a higher salary or better benefits when an employer has offered them a new job.
"This is a bit of a surprise after a couple of years in which salaries have been frozen in many industries, but it is an indication that people sense the economy has improved," said Sari Cantor, Ottawa-based recruiting manager for staffing service Robert Half International, which did the survey.
"This is giving people more confidence to go in and ask for what they believe they deserve," Ms. Cantor said. "If you don't bring it up your boss is not going to offer it," she added.
This should embolden the 30 per cent of Canadians who remain uncomfortable about asking employers to show them the money. In the survey, another 9 per cent were not sure how to respond.
With employment on the rebound, it is time to re-evaluate your value and it's particularly important if you change roles with your current employer or move to a new job, career experts advise.
Break the cycle
"Psychologically, many people have gotten down on themselves by thinking they could jeopardize their job if they ask for more. But in good times or bad you should always demand to get what you are worth," said career- and salary-negotiating coach Jack Chapman, president of Illinois-based LucrativeCareers Inc., whose advice appears on the website salarynegotiations.com.
It's clear that people feel things are getting better and employers are more willing to ante up to get the talented person they need, Mr. Chapman said.
Ask for time
The advice for job seekers is to keep your focus on the job and postpone discussions of salary until you've had a chance to at least outline your unique value proposition to the company or organization, according to Mr. Chapman.
"This is getting harder to do all the time, but will help you avoid being identified by what you will cost, which is the No. 1 screen used by HR departments to narrow the field of candidates in today's point-and-click job application process."
Skepticism pays
"The magic four letter word 'hmmm …' to indicate you're not satisfied with an offer has probably done more to fatten people's wallets than any other single technique. It needs to be done at the right time and with complete confidence, which takes practice," Mr. Chapman said.
Give a researched response
There is great power in being able to deliver a rebuttal that what you are being offered is what they would have to pay anyone in the job, but you are offering much more value, he advised. Know what the pay scale in other jobs in the industry are and then make your case for the unique benefits you offer.
Look beyond salary
"People can fall into a trap if they are looking only at the bottom line number," Mr. Chapman said. "If there's no more in the kitty for pay [immediately] you can negotiate for more in the form of performance bonuses, benefits or vacation to compensate you for your contributions to the company's success."
Always remember that if you are asking for more, it doesn't have to mean that you are unhappy with what you are getting, Mr. Chapman said. A good way to couch your request is to explain that you really like your job but your circumstances have changed, the commute is costing longer, or the hours you are working are longer and the amount of business you are bringing in has made you more valuable.
The best way to build up your confidence is to be clear to yourself that you have a track record of value. "It's not bragging if you've got proof. Make sure that you monetize your achievements when you approach your employer and highlight in your résumé the financial results you have been able to generate in your previous roles," Mr. Chapman said.
"That should persuade an employer who may not have thought of paying more that you are worth the investment."
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TIPS ON HOW TO GET WHAT YOU'RE WORTH
Do your homework: Always conduct research to determine your market value by reviewing what your job is worth through looking at salary guides and talking to colleagues and recruiters.
Don't tip your hand: If you're desperate to leave your current job, keep it to yourself. The conversation should remain focused on the position for which you are applying.
Be flexible but firm: Know where you are willing to bend and where you are not. Some people by nature always want to be accommodating, but being able to say "no" is critical when negotiating. If an offer is less than you think it should be, point it out politely, then counter with your desired salary. If the employer can't meet this request, you will need to decide whether or not you can accept the lower pay.
Get it in writing: Once you've agreed verbally on terms, ask the employer to draw up a letter that outlines the specifics of the offer. This will help you avoid any misunderstandings that may arise after you start the job.
Remember your manners: Regardless of how the negotiations turn out, be professional and courteous. You don't want to burn any bridges.
The time is always right: Remember: It never hurts to ask, and you have your greatest leverage when you receive the job offer.
Source: Robert Half