認識行業侷限
象醫院和公眾健康機構這樣的健康護理行業有著工資結構極其嚴格的惡名。“很多員工層次的職位根本沒有加薪的可能性，”位於新澤西州Sea Girt的Cardillo & Associates的Donna Cardillo說，“由於經費限制，工資或工資範圍被嚴格地限定了。”對於那些職位來說，想要加薪的最好辦法就是升遷或是取得額外的教育或證明。
儘早交涉
伊利諾斯州昆西醫療集團人力資源部助理行政官Robert Johnson說，無論一個工作場所的工資結構是嚴格的還是寬鬆的，交涉你的工資問題的最好時機是在你面試一個新的健康護理工作的時候。“每個人必須確保談論到自己的背景和經歷，” Johnson說，“他們必須展示出能夠帶給機構的價值。”
用事實支援你
當你已經成為員工後再要求加薪就需要充足的準備。如果你認為自己的工資低了，收集一下地區工資資料來支援你的要求。Cardillo建議你通過專業協會搜尋這些資料，或是通過在網際網路上對擁有和你類似職位的人進行工作調查。她說：“帶著強有力的資料進去談判會影響僱主的決定。”
強調你的成就
在你去見上級之前，一定要充分準備。把你的成就列一個表，包括你已經開始執行的新專案、已經取得的結果、以及從同事、客戶或病人那裡收到的正面的反饋。“想想你做得好的那些事情，” Cardillo說，“你是不是一個好的演講者、管理者、教師、或是組織者？你必須明確意識到你給這份工作所帶來的價值，並且能夠在進入交涉過程的時候清晰明白地說出來。你必須能夠推銷你自己。”
以面對面的方式
當你準備好了適當的事實和資料，與上級或是主管經理約個時間。告訴他你想談一談與職業相關的問題，但要保持愉快的心情，這樣他就不會以為你要辭職，Cardillo建議道。面對面的會談是基本的。“當你有重要的事情要和經理談的時候，你總是應該親自面談，”她說，“永遠不要書面提出加薪。”
作一個令人信服的陳述
在談話中不要顧左右而言他。Cardillo建議直接表明你的目的。開始的時候簡要表達一下你在上級的領導下或是在部門裡工作得很愉快，這樣你就不會被認為是拿離職相威脅。然後可以說，“我相信我可以得到比我現在拿的多的工資，請讓我告訴您我為什麼這麼想”，或是“我要求工資上漲三千美元，請讓我告訴您為什麼我認為我值得這樣做”提出一個具體的數額或是一個增長的範圍，而不要沒有邊際。然後列舉你的強項，並展示你的薪金調查。在面對面交談之後提供一份你的要求的'書面摘要。
保持客觀
在會談中，保持坦率和樂觀的態度。Johnson說：“儘量進行客觀的討論，而不是情緒化的爭論。”對僱主來說，接受或拒絕你的要求都是商業決定，而不是針對你個人的。Cardillo說：“保持冷靜，充滿自信，表現出專業素質。絕對不要帶著敵意或是防衛的態度進行談話。”
享受工資
象Cardillo所說的，要求加薪是“你做過的最困難的事情之一，但是絕對值得。它表明你有興趣留在自己的職位上、向前看、能夠說清楚自己的強項。”即時你沒得到自己想要的結果，你的要求也可能會使你的上級考慮一下如何採取其他靈活的方式、更多的挑戰、或是更好的福利來給你恰當的補償。
雖然要求加薪的想法可能會使你神經過敏，你還是不可能永遠地迴避它。作為健康護理行業中的一點，你很可能必須通過要求加薪來得到你應得的報酬。這裡有一些技巧能幫助你用最少的擔心來為加薪進行談判。
Some segments of the healthcare industry, like hospitals and public health agencies, are infamous for their rigid salary structures. "There are many staff-level healthcare positions where it's not possible to ask for a raise," says Donna Cardillo, RN, of Cardillo & Associates in Sea Girt, New Jersey. "Because of budgetary restraints, there are very set salaries or salary ranges." In those positions, the best way to increase your salary may be to get promoted or attain additional certification or education.
Negotiate Early
Whether a workplace has a rigid or loose salary structure, the best time to negotiate your salary is when you're interviewing for a new healthcare job, says Robert Johnson, assistant administrator for human resources for the Quincy Medical Group in Quincy, Illinois. "Individuals have to make sure they communicate their background and experience," Johnson says. "They have to show what their value will be to the organization."
Arm Yourself with the Facts
Asking for a raise when you're already an employee requires ample preparation. If you believe you're being underpaid, gather regional salary data to support your claim. You can often find such data through your professional association, or by doing a job search on the Internet for workers in similar positions in your area, Cardillo advises. "Going in with hard data will impact an employer's decision," she says.
Highlight Your Accomplishments
Before you meet with your supervisor, take stock of your strengths. Make a list of your accomplishments, including new projects you've implemented, results you've achieved and positive feedback you've received from colleagues, clients or patients. "Think about what you do well," Cardillo says. "Are you a good speaker, manager, teacher or organizer? You have to create awareness of the value you bring to the job and be able to articulate that when you go into a negotiating session. You have to be able to sell yourself."
Do It Face to Face
After you've readied yourself with the appropriate facts and figures, set up an appointment with your supervisor or the appropriate manager. Tell him you want to discuss some career-related issues, but keep it lighthearted so he won't think you're going to resign, suggests Cardillo. A face-to-face meeting is essential. "When you have something important to discuss with a manager, you should always do it in person," she says. "Never ask for a raise on paper."
Make a Convincing Presentation
Don't beat around the bush during the meeting. State your objective right up front, advises Cardillo. Begin by briefly expressing your happiness working with your supervisor or department so you don't seem to be threatening to leave. Then use a phrase like, "I believe I should be making a higher salary than I am now, and let me tell you why I think that" or "I'm asking for a $3,000 raise and let me tell you why I think I'm entitled to it." Ask for a specific dollar amount or a range of increase as opposed to leaving the amount open-ended. Then enumerate your strong points and share your salary research. Provide a written summary of your request after the face-to-face meeting.
Stay Objective
During the meeting, be straightforward and pleasant. "Try to make an objective argument rather than an emotional argument," Johnson says. Granting or refusing your request is a business decision, not a personal one, for employers. Don't take it personally. "Be calm, self-assured and professional," Cardillo says. "Never go in with a hostile or defensive attitude."
Enjoy the Payoffs
Asking for a raise is "one of the hardest things you'll ever do, but it pays off," Cardillo says. "It shows you're assertive, interested in staying in your job, looking to advance and able to articulate your strong points." Even if you don't get the results you want, your request may spur your supervisor to think about what it will take, like more flexibility, greater challenges or better benefits, to keep you happy.
Although the thought of asking for a raise may give you the jitters, you probably won't be able to avoid the issue forever. At some point in your healthcare career, it's likely you'll have to request a salary increase to get paid what you deserve. Here are some tips for negotiating a higher healthcare salary with a minimum of angst.
You Deserve a Raise Today