The U.S. fiscal climate is going from bad to worse, with Wall Street firms crumbling and unemployment edging ever higher. All this makes for an uneven landscape for salary negotiations, which aren't easy even during a robust economy. To succeed with salary negotiations in tough times, experts say workers should definitely avoid certain tactics.
Holly Weeks, author of “Failure To Communicate: How Conversations Go Wrong And What You Can Do To Right Them," says it's important not to cop a combative stance during salary negotiations. She explains: " ... the typical approach is to think of this as warfare, there will be a winner and loser, someone is one up, usually the boss is one up, and the worker is one down." But turning a salary negotiation into a battlefield isn't an effective strategy, so you shouldn't be combative, or assume your manager will be.
"At the same time, it’s possible your counterpart will shift into a combat mentality. So you will have to think about ways of handling the conversation unilaterally instead of assuming [your boss] will meet you half-way," Weeks says.