How to Get a Raise Using Body Language

The YouTube video titled, “Nonverbal Communication” describes the body language of employers and employees during salary negotiation.

An employer can set the atmosphere to be intimidating by leaning back into his/her chair with his legs crossed as this suggests a position of power, or the employer can create a more casual environment by leaning to one side. As negotiation begins, having some knowledge of how nonverbal cues work can be favorable.

If the employer is nodding, it is a sign of understanding and agreement—the employee is on the right track. The employee can then slowly work in the request for a salary increase while carefully watching the body language of the employer. If the employer touches or strokes his/her chin, this is indicative that they are considering the employee’s request. Furthermore if the employer takes off his glasses during this discussion, depending on the context of the situation, it can either be interpreted as a readiness to negotiate or anger and frustration. Particularly in negotiation when parties are of the opposite sex, an employee can use their charm to build a connection with the employer that is borderline flirty as attraction can greatly influence negotiations.

So what are the signs of a bad negotiation? To start off, the lack of body language from the employer is a huge red flag; this tells the employee that he/she is disinterested in a salary negotiation and the employee must immediately find a way to convince him/her otherwise. Say the employer opens up to the idea of a salary negotiation, but denies the employee’s requested amount. The employee has many nonverbal cues that can convey such frustration and dissatisfaction. For example, an employee speaking with open arm gestures signify pleading for a better salary, but with the lack of cooperation from the employer, this can quickly change to more aggressive arm motions and light banging on the table which shows a dissatisfaction towards the employer’s willingness to meet his/her needs. Any employee making such a request should be aware of the signals they are sending off and to what degree if they want to be successful; exaggerated nonverbal cues are just as detrimental as the lack of nonverbal cues.

  Do you think you can influence your employer's decision by following these tips?

SOURCE:

colinwhitlow. (2007). Nonverbal Communication [video]. Retrieved June 20, 2012 from <http://www.youtube.com/watch?v=SBOtj1RmaUE>.