Appraisal season can bring a mix of excitement and nerves. You’ve worked hard all year and naturally hope for recognition and a salary hike. But many employees feel uncomfortable discussing money. Experts note that while appraisals let you showcase your wins, the idea of negotiating pay often causes anxiety.

It’s normal to worry about sounding entitled or hearing “no,” but appraisal discussions exist for this very reason. With the right preparation and mindset, you can confidently make your case and turn this challenge into an opportunity.

Five Strategies to Guide Your Salary Negotiation Conversation:

1. Preparation: Build Your Case Before the Meeting
2. Frame the Request Around Value, Not Need
3. Time Your Request Strategically
4. Practice a Confident, Collaborative Pitch
5. Be Open to Negotiation and Follow Up Professionally

Strategy 1: Preparation (Build Your Case Before the Meeting)

Good preparation is the foundation of a successful salary negotiation.

• Research Market Salaries: Use tools like Glassdoor India, LinkedIn Salary Insights, PayScale, or AmbitionBox to understand typical pay for your role and location. This ensures your request is realistic and shows you know your worth.
• Document Achievements: List your accomplishments from the past year, including numbers where possible. For example, “Increased sales by 25%,” or “Saved ₹5 lakhs in operational costs.”
• Quantify Your Impact: Attach data to your results. For example, “Led a campaign that boosted user acquisition by 40%,” or “Streamlined workflow, saving 20 work-hours weekly.”
• Connect to Business Goals: Link your contributions to company objectives. If your team had revenue targets, explain how you helped meet or exceed them.

Coming to the meeting armed with facts rather than feelings impresses managers and strengthens your case.

Strategy 2: Frame the Request Around Value, Not Need

Start the conversation by focusing on the value you bring, not personal reasons.

• Lead with achievements and impact: “This year, I led a project that improved efficiency by 30%, saving costs.”
• Share praise and feedback: Mention client commendations or internal recognition.
• Use an ROI mindset: “Given my contributions, I’d like to discuss aligning my compensation accordingly.”
• Avoid personal appeals like “I need this for bills” or “I’ve been here a long time.”

Strategy 3: Time Your Request Strategically

When you ask matters.

• Align your discussion with formal appraisals or after a major success.
• In India, financial year-end (March-April) is often a natural time for salary reviews.
• Avoid asking during company struggles (layoffs, budget cuts). Check recent company news and be sensitive to your manager’s stress levels.

Example: “Since successfully delivering Project X last month, I’d like to review my role and compensation.”

Strategy 4: Practice a Confident, Collaborative Pitch

Rehearse your request with a friend or mentor.

• Use collaborative language: “I’d appreciate discussing how my compensation reflects my new responsibilities.”
• Avoid entitled statements: “I think I should get more because I’ve been here a long time” sounds weak.
• Prepare answers to questions like “How much are you expecting?” or “We don’t have budget.”
• Stay calm, clear, and professional.

Strategy 5: Be Open to Negotiation and Follow Up Professionally

If a big salary hike isn’t possible, consider alternatives:

• Performance bonuses or commissions
• Stock options or equity
• Extra paid leave or flexible hours
• Training, certifications, or conference budgets
• Role or title changes with potential future raises

Prioritize your preferences and tie them back to value.

After your meeting:

• Send a thank-you email summarizing key points and expressing appreciation.
• Politely ask about next steps or timelines if no decision is immediate.
• If the answer is “not now,” ask when to revisit and keep documenting your achievements.

Common Mistakes to Avoid

• Don’t make it personal or emotional
• Avoid vague or unprepared requests
• Don’t focus only on yourself; acknowledge the bigger picture
• Stay professional and polite
• Don’t accept a low offer immediately; ask to revisit

Conclusion

Negotiating your salary is a skill that improves with practice. The best conversations are well-timed, data-driven, and collaborative.

Key takeaways:

• Prepare your case early
• Time your ask right
• Emphasize your business value
• Practice your pitch
• Be flexible and follow up professionally

Start today by tracking your wins so you’re always ready. You deserve to advocate for yourself—approach it confidently and professionally for the best results.