1 - Pick the right time to do it.

When things are going well. Soften people up informally, over a coffee, when you are travelling with them and drop something into the conversation. Well before the time of the annual pay rounds. Alternatively make them aware that you need a bit more money! If you want to do it now rather than at the usual time

Win Win

Win Win

2 - Prove what you're worth

During the year, do a fantastic job. Do more than is required of you, volunteer

for the small things that others shy away from and are easy to do and fix. Make sure you come across as someone who deserves to be paid more. Punctual, smart, well dressed, not the first to leave the office. Organise the Christmas party, organise the team away day.

3 - Keep the evidence

Keep a record of everything you do during the year or the period you are being measured on. Particularly the small things but also bigger things where you contributed to the success of others. Training people, running courses, speaking at meetings, fixing up a quick presentation after you have been on course are often the things that don't get noticed or forgotten about when your appraisal or bonus time comes around.

4 - Write a summary report

A summary of your achievements for the year about three weeks before salary review time appraisal time. Call it something non-threatening to the recipient for example "Position report". This is a softening up tactic and a clear statement of your achievements.

5 - Look at your options

Compare the job market for someone of your skills and find out what similar roles pay. Remember, the type of company depends on what they will pay, so Public sector or Not for profit could be vastly different.

6 - Don't forget the extras

Don't forget the value of company benefits, such as Holidays, Courses, Bonus, and Flexible working. The extras, the potential stress levels, quality of life, commuting, pension fund, days holiday, health care cover, sickness cover, leniency for days off, child care, crèches.

7 - At the meeting

Make sure you negotiate the highest appraisal, report or summary of the year you can. At least that will give you and idea how much you may or may not get and your value to the company the firm.

8 - When a new salary is offered or NOT!

You have three options

1 - Accept it, thanking the people verbally and in writing for their support of you

2 - Flinch gently and say. Oh, I was expecting a little more.

3 - Flinch materially and say how disappointed you are

Clearly which one you choose depends on your long term strategy, your relationships and what your plans are. See below

9 - Stay in touch with key influencers and keep your information up to date.

Update your CV and LinkedIn profile regularly - remind yourself what you are doing, the extras you are doing, what your qualifications are. 

Keep in touch with recruitment consultants (headhunters) The law of requisite variety says the more options you, the more advantage you will have. This is key in any type of negotiating, particularly salary negotiations. Talk to them, network with them but make sure you stay in control, they are staffed with strong personalities who need to sell, and you are their product. Don't let them hassle you.

Derek Arden is an international negotiator, a conference speaker and author of Win Win, published by Pearson on 16 July 2015. See: www.Derekarden.co.uk or follow him on twitter: @derekarden