Your annual review is often the forum for haggling over a raise. People tend to go into these meetings assuming employers will note their accomplishments and reward them accordingly. Yet in the current employment scenario, with a shrinking job market and employers tightening their belts, that’s not always the case. In addition, employees often complain they have not received a raise in two years or more. Worse, some employers may have actually taken away certain benefits, such as bonuses or vacation days.

These examples underscore the need for preparation to challenge the suggested raise and negotiate for more. This doesn’t mean you'll always get what you want, but if you do your homework, at least you’ll be satisfied you did all you could to get a decent raise.

File facts

Savvy employees keep a performance review file. During the year, they put in memos, lists of completed projects or additional work taken on during the year and other documentation of good performance. This file serves two functions. First, it provides a proof of accomplishments. Second, it helps to jog one’s memory about the time to prepare for a review. If you’re like many workers who don’t maintain a file, take the time to look over your calendar from the past year and recreate in your mind what you have accomplished.

Figure out

In order to fight your case at the negotiation table, it’s a good idea to go hunting for industry figures. These statistics can help support your request when you sit across the table with your boss.

Words worth

The word about the raise tends to leak out once the review process starts. After the first round, observe how the employees look. Often dissatisfied employees will let the world know they were treated poorly. If salary increases are lower than expected, chances are you’ll find that out before your own review. Responsible employers will often notify workers if salary increases are lower than the previous year. Don’t hesitate to ask your boss if you can expect a good raise. Base your arguments on the previous year’s increase plus the company’s performance over the past year. If the company’s sales were flat or there were layoffs, chances are you may not get as much as you did last year.

Talk tough

Once you have a salary figure in mind and your list of achievements, reason with your boss why you deserve more. Expect your boss to balk. Then it’s your turn to reason why you deserve a raise.

Often your manager will say, “This is the figure everyone is getting across the board.” Don’t buy into that until you’ve played all your cards well. True, many employers do set aside a certain amount for raises, but there is always room for that special case, the employee who went above and beyond the call of duty.

Buy time

If your employer refuses to give you the raise you feel you deserve, negotiate for a timeline to get what you want. For example, state your disappointment and say you'd like to revisit the issue in three to six months. You’ve got to walk the thin line between retaining good relations with your boss and fighting about money. Set yourself up for another review that may allow you to get what you want.