When it comes to a pay rise, don't expect your superiors to recognize accomplishments without some prompting. Keeping in mind the following steps should help foster the desired outcome.

Make the case

Be on the lookout for opportune times to negotiate a rise — for example, when you have published new results, secured additional funding or noticed that your superior is in a good mood. Having settled on the timing of your request, prepare to make a compelling argument. Frame the request in terms of the value you bring to your employer. Focus on your contributions, including not only specific achievements but also assets that may be overlooked — for example, perhaps you have become the 'go to' scientist for certain areas, or your good humour bolsters the morale of lab mates. If you are a seasoned scientist and valued employee, the costs to recruit and develop your replacement could cost the organization twice your salary. You may find it useful to prepare a one-page 'highlights' paper that you use as a guide for the conversation.

Anticipate potential responses

Preparing for a variety of outcomes will lead to greater self-assurance in approaching the negotiation. Get an accurate idea of the going rate by checking salaries for comparable roles in and outside your workplace.

If you get an increase, follow up with a brief thank-you note reaffirming your commitment to deliver on performance. If 'maybe', attempt to uncover the underlying objection. Be sure to highlight your contributions, intentions and commitment to the organization.

If a 'no' surfaces, seek feedback on what you can do to position yourself for a rise. Ask for a three-month review. Have a plan B in case you're disappointed. Explore the possibility of additional benefits in lieu of a salary increase (such as new equipment, more holiday, flexible scheduling), and, if all else fails, be ready to network for other job prospects.

Reinforce the relationship

Although negotiation sometimes creates tension, don't lose sight of the ongoing employment relationship. You're looking for a process that will not only advance your agenda but will also preserve or enhance your relationship. Cite your record, your demonstrated commitment and the potential for future contributions.

Make sure that your employer recognizes the value you bring to the organization. If not, you may want to reassess; it may be time to discreetly update your CV. From this point on, keep a record of accomplishments on which you can easily draw to negotiate for future salary increases, prepare for performance appraisals or update your resumé.

Maintain perspective. The discussion doesn't have to be a win–lose encounter but can be a conversation in which you explore options that will benefit both you and your employer.