How To Advocate for Yourself: Tips for Negotiating a Salary Increase or Promotion

Perioperative nurses are known for their exceptional advocacy strength, often protecting patients from harm in the most vulnerable situations. But when it comes to advocacy, how good are you at advocating for yourself? A recent article indicated that, among 34% of nurses who wanted to quit their jobs, 52% said they were dissatisfied with their salary.¹ So, it is important to think about how you would negotiate a salary increase or promotion.

Tips for Negotiation

Here are some tips to consider:

1. Early in the year, have a conversation with your direct supervisor/manager about what success looks like in your department. For example, there may be a significant focus on OR turnover time, on-time first case starts, volunteering efforts, team building, performance improvement, or policy development. Whatever the drivers are, make sure you know what your managers are looking for in their stellar employees; for example, is there a numerical rating system that your manager will use to rank your performance (eg, a 1-5 rating system)? To do this, schedule an appointment with your manager, and let them know you are preparing for your evaluation ahead of time. One year before the evaluation is the perfect time to do this. You can literally ask your manager, “What does a successful employee look like to you?” and “What are the attributes or strengths of a stellar employee?” Take notes, of course! You will want to listen carefully to the qualities the manager looks for in their highest rated employees.
2. Keep track of your yearly accomplishments in an organized way, such as by using your institution's clinical ladder template or an electronic portfolio (for example, Google has a free service called Sites that can be used to build a professional portfolio). Include all in-services you have attended, nursing courses you have taken (if you are in school), continuing education credits, certifications, volunteer efforts, etc. Make sure you can speak to what you are most proud of accomplishing this year, like those aforementioned achievements, and know what makes you stand apart from others in the department.
3. Know your worth! With salaries going up by over $4,000 annually in 2022,¹ it is essential to find out what the going compensation rate is for the type of facility you work in and the area of the country you live in. You may be able to find typical salary and benefits offered for similar types of positions in your geographic region by going on Monster, Indeed, Glassdoor, PayScale, and other similar websites.²
4. When it is time for the big conversation, come prepared; for example, practice the words you will use during your evaluation ahead of time, so you are comfortable explaining your accomplishments this year. Present your accomplishments in an organized way; for example, follow the categories of your clinical ladder to take you through exemplars by category of your contributions (Table 1).³ Perhaps you can say, “Please allow me to share with you how I have met the criteria for advancing from RN1 to RN2. Beginning with education…” Be specific about the additional compensation (or promotion) you seek as a result of this outstanding work. Have the particular rationale ready for why you are deserving of this advancement. 
5. If your effort is unsuccessful, try to understand why the manager denied your request so that maybe there will be a different outcome next year. Do not be afraid to ask for clarity if you are unsure of why your request was denied. Perhaps you might say, “Thank you for letting me know (about the denied request). I’d like to get a better understanding about the reason my request wasn’t granted. Is there something specific I can work on for next year? Or is there something I can be doing more of?” Although your request for increase was denied, think outside the box and consider asking for other beneficial items instead, like reimbursement to attend a conference for professional development or compensation to take a certification exam review course.
6. If you are successful, be sure to take a moment to officially thank your leader. A handwritten thank-you card never goes out of style and gives you a chance to professionally express your gratitude. Be sure to celebrate this accomplishment in your own special way.

Table 1. Using Clinical Ladder Benchmarks and Strategic Dialogue to Showcase Your Yearly Accomplishments

We have often heard the analogy of being on an airplane, needing oxygen, and putting your oxygen mask on first before helping someone else. As perioperative nurses, we give selflessly to our patients every day, but to sustain this effort, we have to take care of ourselves first. The ability to speak up for yourself is critical to your longevity in the OR, and nurses who can advocate for themselves are practicing the ultimate self-care.

Editor's note: AORN does not endorse any commercial company’s products or services. Inclusion or exclusion of products in this article does not constitute an endorsement or review (implied or otherwise) by AORN of the quality or value of such products, or of the claims made by the manufacturer.

References:

1. 8 salary changes in 2022. AORN. December 20, 2022. Accessed January 9, 2023. https://www.aorn.org/article/8-salary-changes-in-2022
2. Carlson K. 6 tips to salary negotiations. American Nurse. January 29, 2018. Accessed February 16, 2023. https://www.myamericannurse.com/tips-salary-negotiations/
3. Pierson MA, Liggett C, Moore KS. Twenty years of experience with a clinical ladder: a tool for professional growth, evidence-based practice, recruitment, and retention. J Contin Educ Nurs. 2010;41(1):33-40.

AORN Resources

Open access:

• AORN article: “Excuse me, how much do you make?”
• AORN article: 4 Keys to Negotiating a Higher Salary
• AORN article: Salaries Are Up: 6 Things to Know
• AORN article: Need the Magic Formula for Getting That Promotion?

AORN members can access:

• AORN Compensation Calculator