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Négociation de votre salaire - Algerie360
Tout au long de votre discussion, il faut que vous gardiez
4 principes à l’esprit et que vous agissiez
en fonction . Ils forgent
votre ligne de conduite pour la négociation :
Principe 1 . Ecoutez attentivement
Principe 2 . Soyez concret et osez vous affirmer
Principe 3 . Soyez persévérant
Principe 4. Gardez à l’esprit les intérêts de l’employeur Quatre principes Premier principe : Ecoutez attentivement Mieux vaut écouter attentivement que de parler. Tout le monde a besoin d’attention – même votre adversaire dans la négociation- et personne n’échappe au besoin d’être reconnu et apprécié.
Si vous voulez savoir ce que l’adversaire a sur le cœur, ou pourquoi il fait certaines remarques, écoutez-le attentivement et posez-lui des questions , tout en provoquant des contacts oculaires réguliers .
N’interrompez pas tout le temps votre interlocuteur et réagissez une fois qu’il a fini sa phrase, vous aurez d’autant plus d’informations.
Deuxième principe : Soyez concret et osez vous affirmer Pensez aux chiffres concrets pendant la discussion : le salaire brut, les jours de congé,…
Évitez les discussions vagues et ramenez systématiquement votre interlocuteur vers des sujets concrets . Par exemple : » Vous avez tout d’abord proposé de réduire le salaire brut de 10 %. J’ai accepté à condition de recevoir une voiture de fonction et le remboursement de mes frais de téléphonie. À quelle voiture pensez-vous exactement ? Quel sera le remboursement mensuel pour le téléphone ? »
En menant une conversation bien ficelée, vous démontrerez que vous étiez bien préparé à cette négociation. Mieux vaut paraître sûr de soi et s’affirmer pendant les négociations. Votre cause est fondée et vos attentes sont réelles.
Troisième principe : Soyez persévérant Vous vous engagez dans une négociation de salaire avec un but précis et une stratégie . N’en démordez pas. Lorsque que vous vous voyez obligé de céder sur un certain point, précisez que vous souhaiteriez y revenir plus tard et de préférence au cours de cette même discussion. Et faites-le ! Prenez note de votre remarque afin de ne pas l’oublier dans le feu de l’action.
Quatrième principe : Gardez à l’esprit les intérêts de l’employeur Posez-vous systématiquement la question de savoir ce que vous feriez à la place de votre interlocuteur. Comment réagiriez-vous à telle ou telle question si vous étiez l’employeur.
N’oubliez pas que l’entreprise craint l’effet tache d’huile : si elle vous fait une promesse, il se peut que le personnel actuel réclame la même chose dans les 24h. Si vous faites passer votre intérêt après celui de l’entreprise, vous mettrez votre interlocuteur dans une situation de calme et d’assurance .
5 étapes Vous devrez respecter les 5 principes susmentionnés tout au long de la discussion. En plus, vous devrez procéder chronologiquement aux 5 étapes suivantes :
Etape 1 . Prenez l’initiative
Etape 2 . Donnez la parole à votre employeur
Etape 3 . Expliquez les points que vous voulez négocier
Etape 4 . Discutez des éventuelles différences de point de vue
Etape 5 . Trouvez un accord Première étape : Prenez l’initiative Il se peut que votre futur employeur vous propose un salaire extraordinaire et des avantages extralégaux favorables. Toutefois, en règle générale, vos souhaits ne correspondront pas à ceux de l’entreprise qui embauche. L’initiative de cette discussion vous incombe . Si vous n’exprimez pas d’avis sur la rémunération, le recruteur partira du principe que vous êtes satisfait.
Si la discussion a lieu, ne tournez pas autour du pot et allez droit à l’essentiel . Votre demande est fondée : un meilleur salaire. Le ton de la discussion est très important. Vous pouvez changer l’humeur de votre interlocuteur avec le ton que vous adoptez.
Ayez des buts précis . » Gagner plus que l’année passée » ou » que chez mon ancien employeur » n’est pas un but assez précis. » 15 % d’augmentation du salaire brut » en est un, ou » une voiture de société avec une valeur catalogue supérieure à 17.500 € » ou » la souscription au fonds des pensions de l’entreprise avec la garantie d’un montant minimum en fin d’échéance « . Rien ne dit que vous obtiendrez gain de cause, mais ce sont en tout cas des buts à poursuivre.
Deuxième étape : donnez la parole à votre interlocuteur Les négociations de salaire ne sont pas des monologues. Vous devez laisser la parole à votre interlocuteur . Il aura sûrement déjà fait ses calculs, et il pourra vous dire si la marge de négociation est très minime. Votre préparation préalable vous aura permis d’avoir un bon aperçu de ce que l’employeur peut vous offrir. Néanmoins, écoutez bien et prenez note de ce que votre interlocuteur vous dit.
Troisième étape : Eclairez les points que vous voulez négocier Vous devrez avoir les arguments nécessaires pour justifier pourquoi vous voulez ce salaire brut précis, quel est votre intérêt d’avoir une voiture de société, etc..
Ce sera le moment d’utiliser les arguments que vous aurez rassemblés et appris par coeur chez vous lors de votre préparation.
Parlez notamment de votre valeur sur le marché de l’emploi. Vous connaissez la valeur d’un employé avec votre formation et votre expérience. Démontrez, chiffres à l’appui, que la voiture de société ne leur coûtera rien, mais qu’elle leur rapportera de l’argent. D’autres critères objectifs peuvent être : le salaire et les avantages extralégaux en vigueur dans votre secteur, les offres d’autres employeurs, l’augmentation par rapport à votre salaire actuel et par rapport aux avantages dont vous jouissez. Sinon, vous n’auriez aucun intérêt à changer d’employeur.
Quatrième étape : Discutez de vos éventuelles différences de point de vue Peut-être votre employeur vous cédera-t-il absolument tout ce que vous désirez sans négocier. Il est toutefois plus probable que vous deviez négocier plusieurs points .
À ce stade vous pouvez feindre de réfléchir et prendre un air attristé, et lancer quelques phrases comme » Je pense que nous avons un problème… » et vous taire. Une façon plus dynamique d’aborder le problème est de dire » Comment pouvons-nous résoudre ce différend ? » et de laisser ensuite réfléchir votre interlocuteur. Passez la main à votre adversaire cette fois !
Cette phase de la négociation peut durer longtemps , vous jouez une partie de ping-pong financier. Gardez les idées claires en :
discutant les points un à un
continuant à prendre des notes Pensez peut-être à utiliser une machine à calculer afin de pouvoir tester si l’offre de votre interlocuteur se rapproche du niveau de vos attentes, ou si elle l’a déjà atteint.
Trouvez des critères objectifs pour vous mettre d’accord sur vos divergences d’opinion . Demandez à votre adversaire quels sont ses arguments pour maintenir un certain point de vue. Insistez sur l’effort commun pour trouver des critères objectifs. Une phrase type : » Rien de ce que je demande n’est déraisonnable. Cherchons donc ensemble les points que nous trouvons raisonnables tous les deux et qui correspondent à la fonction que vous me proposez. »
Cinquième étape : Trouvez un accord Vous finirez toujours par soit vous mettre d’accord, soit rompre les négociations. Si l’accord n’est pas encore en vue, ne forcez pas les choses . Prenez éventuellement un nouveau rendez-vous. Ceci comporte deux avantages : vous ne vous fatiguerez pas à ressasser les mêmes arguments (inefficaces) et de plus, vous aurez un peu de temps pour chercher une solution créative.
Si la discussion tourne à votre avantage, passez à la conclusion. Mais attention ! Les négociations de salaire sont parfois des conversations désordonnées. De plus, la perception sélective – entendre uniquement ce que vous voulez entendre – peut vous jouer des tours. N’hésitez donc pas à répéter un à un les accords obtenus et que vous aurez notés au cours de la négociation.
L’employeur peut vous proposer de vous envoyer la confirmation de l’entretien et des accords dans les jours qui suivent. Vous devez insister pour avoir une confirmation écrite de votre accord , et la comparer ensuite avec vos propres notes.
Enfin, laissez l’autre clore la discussion. Vous pouvez choisir une phrase de conclusion positive et stimulante .
« Je suis content que nous ayons pu trouver un accord rapidement. »
« Je suis heureux de relever le défi de ce travail et je suis sûr que nous profiterons pendant des années d’une collaboration agréable et productive. »
« J’ai confiance en nos accords, je suis sûr que nous ne les regretterons pas. »