Negotiating a raise during COVID and crises

How to negotiate a salary increase during a crisis and economic uncertainty

Times are tough, aren’t they? Between the economic crisis shaking the labor market and the global pandemic context, asking for a salary increase may seem like an impossible mission. Yet, despite financial pressure and instability, there are negotiation strategies that can truly make a difference. The key? Know your rights well, master your arguments and choose the right moment.

You see, it’s not a matter of luck but of preparation. And above all, you must understand that asking for a raise during a crisis should not be done in haste or panic. On the contrary, it is an approach that requires finesse and calm. Between you and me, if you take the reins today with these tips, you could well turn this difficult period into an opportunity to move forward in your career.

The stakes of a salary negotiation during a crisis

First of all, it is essential to realize that the stakes of this negotiation go far beyond your salary alone. In a crisis like the one we have been living through since 2020, working relationships are under strain. The employer, often weakened by the economic context, must juggle its own financial constraints while retaining talent. This is where you need to play it smart.

Here’s what you should keep in mind :

• Understand your company’s economic situation.
• Know whether your position is strategic for the company’s survival or growth.
• Analyze whether your profile could become a lever to improve your company’s performance.
• Assess whether your reference market is still buoyant despite the economic situation.
• Choose the right time to open negotiations, avoiding periods of internal turbulence or poor results.

And above all, keep in mind that, according to 2025 studies, 65% of employees who managed to adjust their request with a structured method succeeded in obtaining a salary increase. The difference? Preparation and the ability to be convincing in the face of uncertainty.

Analyze the economic situation to negotiate better

It’s no coincidence that certain times of the year are more conducive to negotiation: year-end, the period before budget closure, or after a major success. During a crisis, this golden rule becomes even more relevant: you need to anticipate and know the precise economic context of your sector and your company.

Here are some signs to spot the right timing :

1. The outcome of a promising quarter for the company: rising sales, new contracts, diversification of clients.
2. A period when your employer announces good results, even if the market is wobbling overall.
3. A context where your manager or your department has just completed a high value-added project.
4. The moment when your employer mentions development prospects or an increase in responsibility.
5. A personal breakthrough, such as training or a certification that strengthens your value on the internal market.

Be careful though: in 2025, the economic impact of the pandemic forced many companies to cut their budgets, especially in certain sectors such as hospitality, catering or events. For that reason, stay alert; avoid raising the subject when your employer’s cash flow is critical or after a restructuring.

How to prepare a solid case to negotiate your salary increase

An effective negotiation always relies on careful preparation. Presenting yourself to your boss with a solid file significantly increases your chances of success. The secret? Gather concrete evidence of your value.

Start by taking stock: what concrete results have you achieved this year? How have you contributed to growth or cost reduction? Have you led innovative projects or improved customer satisfaction?

To give you an idea, here’s how to structure your case :

• Present your quantified successes: +10% productivity, €30,000 savings, growth of the client portfolio.
• Support your role in achieving the team’s or company’s objectives.
• Highlight your specific skills that set you apart, such as mastery of a key software or rare expertise in your field.
• Compare your current salary to the market using reliable sources such as this comprehensive salary negotiation guide to get a precise idea of your positioning.
• Anticipate common counterarguments: “that’s not in the budget” or “your position has been downgraded.” Prepare responses based on facts and figures.

Mistakes to avoid during preparation

Make sure you don’t fall into certain common traps :

• Focusing solely on your personal needs. The request should primarily reflect your professional value.
• Comparing your salary to colleagues’ without a reliable market reference.
• Proposing an unreasonable increase compared to your seniority or the economic situation.
• Forgetting to set an acceptable range, with a minimum and a realistic target.
• Negotiating without knowing your company’s salary policy or the applicable collective agreement precisely.

Choose the right moment to ask for a raise during a crisis

You shouldn’t open negotiations at just any time. Patience and strategy are required. During a pandemic or economic crisis, you must identify moments when your employer will be most receptive.

What kind of circumstances should you favor?

• After a major success or during a checkpoint in a key project.
• When a new responsibility is entrusted to you or if you take charge of a strategic part of the business.
• Before a budget review period or planning for the following year.
• When your superior speaks positively about growth or the willingness to invest in the team.
• After obtaining training or a certification that enhances your profile.

In the current context of the pandemic, avoid discussing salary during meetings in periods of tension or poor internal communication. Take the example of Sarah, who managed to negotiate an increase after skillfully showing how her initiatives helped maintain revenue during the lockdown. With this approach, you maximize your chances.

Pitfalls to avoid when choosing the timing

• Periods when the company announces a reduction in staff or a layoff plan.
• Times of poor financial results or sectoral crisis.
• After an internal crisis or major restructuring, when the priority is internal stability.
• When cash flow is still too fragile to consider an increase.
• Just before or after high turnover in your team, as this could blur the target.

Adopt an effective method to negotiate your salary increase

It’s all in the approach. The way you present your request strongly influences your employer’s reaction. The technique is simple: make a clear, precise and well-argued request.

Here’s how to proceed :

1. Express your wish in numbers: “I would like an increase of €8,000 gross per year” or “10% more than my current salary”.
2. Give concrete examples of your work and its results: “Thanks to my initiatives, I enabled a 15% increase in revenue in our sector.”
3. Stay factual, avoid emotional or too vague requests: “I believe this increase would be justified given my contributions and the value I bring.”
4. Raise market arguments using credible comparison data.
5. Remain flexible by proposing a range, for example between €7,000 and €9,000, to leave room for negotiation.
6. Consider the possibility of trading for other benefits, such as training or remote work.

Tips to convince during the negotiation

• Use the positive feedback technique: start by thanking your employer for the opportunity to discuss.
• Structure your speech around concrete evidence and avoid generalizations.
• Express your motivation and your ability to continue bringing value.
• Show that you have studied the company’s financial situation and that you remain realistic.
• Be transparent about your wish while remaining open to discussion.

Responding to objections and managing social dialogue

Good news: not all objections are the end of the road. Knowing how to handle them guarantees constructive social dialogue. When a raise is discussed during a crisis, some employers hesitate, citing constrained budgets or internal priorities.

To turn a refusal into an opportunity, here’s what you can do :

1. Listen carefully to the reasons given. For example: “Our margin is too low this year”.
2. Respond with facts: “According to this comprehensive guide, it is possible to justify an increase by highlighting your contribution to stability.”
3. Propose credible alternatives: a one-off bonus, training, or a short-term increase.
4. Set a timetable for a new negotiation: “Can we discuss this again in six months?”
5. Notably, keep in mind that social dialogue in 2025 favors constructive discussion over overly aggressive claims.

Mistakes to avoid when faced with an objection

• Don’t insist as if it were a final refusal. Negotiation is a gradual process.
• Avoid taking the refusal personally or engaging in direct confrontation.
• Don’t belittle or dismiss your employer’s arguments.
• Avoid promising things you cannot deliver.
• Don’t show despair or excessive urgency.

Fatal mistakes to avoid when requesting your raise

What can ruin everything is an ill-suited attitude or poorly prepared arguments. Credibility is fragile and built with finesse. Keep these pitfalls in mind :

• Presenting yourself as dissatisfied or hurt, rather than as a confident professional focused on the future.
• Forgetting to support your request with concrete data, relying only on impressions.
• Entering a negotiation without having set a lower or upper limit.
• Writing a request-for-raise email that is too vague or too aggressive.
• Rushing in without having prepared your case or strategy.

Behaviors that break credibility

Here are some attitudes to ban at all costs :

• Aggressiveness or arrogance, which can upset your interlocutor.
• Being overly modest or embarrassed, which gives the impression that you lack self-confidence.
• Arriving without precise preparation, with a vague or unrealistic request.
• Refusing to negotiate or show flexibility.
• Adopting a passive or defensive stance, which shows a lack of assurance.

What to do after the interview to secure your salary increase in uncertain times

Once the verdict is given, you must not let your guard down. The follow-up to the negotiation is just as crucial as the initial request. You must turn the promise into reality and prepare to bounce back if the answer is negative.

Here’s how to proceed :

• Send a thank-you email, summarizing your agreement or your alternative proposals.
• Check that the increase is correctly applied on the next payslip.
• If your salary increase has not taken effect, politely request a meeting to clarify the situation.
• In case of a clear refusal, ask for specific objectives for a future re-evaluation.
• Invest in your professional development to strengthen your strategic value.

Bouncing back after a refusal: how to stay on course?

Setbacks can happen, and that’s normal. What makes the difference is your ability to bounce back. Do not give up, but rather turn this disappointment into a new driving force.

For that, adopt a proactive approach :

• Ask for precise feedback to understand what is missing from your value.
• Set a specific goal with your manager to achieve within the next six months.
• Offer to take training courses to increase your expertise.
• Consider internal advancement or external mobility if your employer cannot respond favorably to your request.
• Always keep in mind that your professional development is an essential lever in salary negotiation.