Top tip - negotiating a raise

Negotiating a pay rise or discussing a promotion is often avoided. Recently, I’ve been coaching a young professional on how to ‘have the difficult conversation’. Imagine my delight when I received a text saying, “Yay, served up my SNIFF n’ Chips and it’s worked a dream!” As it worked for them, I thought I’d share it.

So, what’s ‘SNIFF n’ Chips’? SNIFF stands for Start, Norm, In-between, Forget it and Futuraction.

‘Start’ is what you’d like in an ideal world, ignoring budget cuts, the stingy boss, and the colleagues you may think are better than you. It’s the package that makes you walk out of the office with a spring in your step, knowing your contribution is valued and appreciated. You’re delighted to go the extra mile for the next year. You’ll message your friends and celebrate. Think Lamborghini and Tiffany.

‘Norm’ is acceptable. It may not be what you asked for, but it will keep you motivated. You feel sufficiently valued that you’ll happily stay for another year and see how it goes. You’re satisfied enough to ring a few friends and share the news that you’ve been recognised for your contribution. Think Volvo and John Lewis.

‘In-between’ is touch and go. You don’t feel that your contributions and value have been recognised enough. There’s a minor improvement, but not enough to significantly boost your motivation and definitely not enough to go out and celebrate. You wonder whether you should look for a role elsewhere. Think second-hand cars with dodgy origins and discount shops.

‘Forget it!’ is unacceptable. You feel insulted. You know you’re worth more than this and, heck, you’ll actively look for a new job. Think wheelbarrow and pawn shop.

‘Futuraction’, my own word, describes the actions you’ll take in each scenario. Scenario planning is important because it can give you confidence when entering the negotiation and means you aren’t left rudderless if things don’t go your way.

Defining your SNIFF can help you prepare for a negotiation about your salary or promotion. To do this:

First, define what your chips are. They can be different salary levels, pension contributions, enhanced maternity or paternity pay and leave, a company car, bonuses, holiday or unpaid leave, flexitime conditions and continuing professional development opportunities. A chip can be anything that has value to you or is specific to your role.

Second, decide which chips belong where. Imagine a table showing four large circles named Start, Norm, In-between and Forget it. Decide which chips go in each circle. Work out what alternatives could provide similar value if a particular chip may not go down well with your boss. If they reject the potato wedge of an extra £10,000, what collection of thinner chips could be an acceptable substitute? Be ready to bring them into play. Attendance at conferences, networking opportunities, involvement in a high-profile case or project and additional CPD could make valuable contributions to furthering your career while being perceived as costing the company less.

Third, consider your Futuraction. Identify three actions you’ll take for each of the four SNIFF outcomes. It’s important to celebrate and to have a plan B.

In summary, SNIFF is a useful framework to clarify your thinking and help you work towards your desired package. It can give you confidence and added flexibility when negotiating. Identify your chips, define your SNIFF and rehearse in advance with a friend so that you are well prepared.

Good luck. Your employer may not agree to everything you request, but preparing carefully can help you approach the conversation with greater clarity and confidence.