Are you being paid well in UAE? How NOT to negotiate salary hike

Throughout the recession, the most commonly discussed measure of misery was unemployment. But as the economy picks up, the second cause of misery for many employees is being under-paid, and the increments that are being doled out now may barely keep up with the rising cost of living.

According to a Bayt.com poll, a majority (90 per cent) of Mena employees believe they are not being paid well. The club of employees who believe they are worth more than their current pay seems to be ever growing, as many had avoided asking their boss for a pay-hike fearing a backlash in the past two years.

However, there seems to be light at the end of the tunnel and the time may – finally – be ripe to put an end to the misery of living with the perception of being under-paid.

As the job market picks up, experts maintain that now may be the time to approach your boss for a salary review. But before you book your appointment with the boss’ secretary, remember that this is a difficult and touchy subject to broach at the best of times – and we still aren’t completely out of the woods.

You could end up opening up a Pandora’s Box – so be absolutely certain that this is a big enough issue for you to push. Once you’re certain of that, let’s look at how experts suggest we should approach the issue.

“Salary negotiation can be tough but if done right, employees can reach their goals and walk out winners,” Suhail Masri, VP of Sales at jobs site Bayt.com, told Emirates 24|7.

Providing tips on how to make a foolproof case to ensure a review of your pay or the increment that you may have just received, he adds: “Do your homework. Researching the market is the most essential step.”

Some of the common ways to find out your market worth are well documented in today’s connected world. “Salary search engines allow you to find more about the salary levels for your profession and in the region. You can also get in touch with recruiters and approach people in your network of friends and colleagues who would be willing to share salary information with you,” he says.

The next step is to adapt that information and benchmark your profile against the average market. “Using all that salary intelligence as a baseline, you can tweak it according to your own experience and qualifications and come up with a narrower range that you can confidently pitch to your employer,” says Masri.

He also provides pointers on what not to ignore during this process. “Do consider other benefits. Ignoring other benefits (besides the salary) is a common error.

Other factors like insurance coverage, the option to have flexible work timings, maternity and paternity leave, paid vacation days, etc., should be considered,” insists Masri.

“These factors have monetary value attached to them and should be grossed up with the salary figure to measure the value of your package,” he explains.

Once you have clearly evaluated your pay and benefits against what is considered the standard in the job market, prepare your case backed with evidence.

“Research the market rate for the job duties and industry in advance. Examine the data for both your previous job and the new position for which you are applying because presenting this data as part of negotiations can help offset your former low salary.

"Talk about individual factors that increase your worth and make the company aware of your years of experience, particular qualifications and notable achievements. Provide your total compensation package, the value of all benefits, not just salary, if you are asked how much you currently earn.

"State clearly that this figure represents your total compensation to avoid misleading the new company. Renegotiate pay- depends on job level and expertise whether employee is needed and wanted or not,” said Dr. Nairouz Bader, CEO, Vision Executive Search.

In addition, experts recommend documenting your accomplishments and reminding your boss of the same at the right moment. “Maintain records of your achievements, hitting of targets and endorsements for out-of-the-box things you have done that has contributed to the bottom line, improvement of work environment, or new ideas you came up with that helped the business,” advises Hasnain Qazi, Middle East Business Manager at Huxley Associates.
“It is easier to negotiate with tangible hard evidence,” he maintains.

Timing should also be taken into account to hit the right cord with your boss. “Find the right moment to negotiate your salary – not too early, and definitely not if the company has faced a tough financial year,” adds Masri.

And you might want to keep it realistic too. “Keep in mind that salary increments are usually of 20 per cent,” says Masri.

When you are discussing a review of your salary with the boss certain things should be an absolute ‘no’.

According to the Bayt.com expert, “[never] say yes too soon. Accepting the offer put forward right away is inadvisable. Usually fresh graduates and job-seekers, who are relocating to a different geographical location make this mistake.

“Weighing the salary offered against your actual worth is important. Do not say yes unless you feel that the offer is reflective of the value you will offer to the firm. Not speaking up might lead you to feel underpaid, and receive lower increments and a slower salary growth as you move up the career ladder leaving you stressed and demotivated.

“[Secondly], don’t make unreasonable comparisons. Salaries may differ from one industry to another. Comparisons should be avoided in such cases and salary negotiations should be based on research conducted for the particular industry in question.

“[Third], don’t give a specific salary figure. Always try to give a range, as it gives more room for negotiation. If the employer is offering something below your minimum, negotiate on the benefits,” he says.

So, ready to make that appointment now?

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