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Each month I answer your work-related questions and give you tips on how to get what you want. Learn to develop powerful negotiation, and communication skills to successfully work through challenges at work. More info.

Current Issue

This month, we continue to focus on one question we examined the last two months. We'll examine how simply asking for a raise requires the use of all Seven Principles of Negotiations. In June, we explored the first principle (Prepare, Gather, and Manage Info) and in July we continued with the next 3 principles.

In This Issue

• Principle 5: Know your strengths
• Principle 6: Understand their needs over their wants
• Principle 7: Concede according to plan
• Do Today

How Can I Ask for a Raise?

Why spend so much time on this one question? Well, there's a lot to say and so many people have acknowledged an interest.   So here is more information.

Dear Sigmund Psychie,

I have been working with my company for a long time and am due for a raise. My co-workers seem to be moving up ahead of me. I work as hard as anyone else in the office if not harder. How do I approach my boss for a raise?

- Left Behind in Albuquerque

PRINCIPLE 5: KNOW YOUR STRENGTHS

Okay, let's talk about reality.   Which side really does control a negotiation?    In a situation like getting a raise, ultimately, your boss has the final power. You can scream, kick, and yell, but the reality is the same, they have the final decision making power. In any negotiation the side with the most power controls the final decisions.   You can level the playing field a bit and here's how.

First, if you really want power in any negotiation, develop a 'walk-away alternative.'   In your case, finding another job that is comparable will give you some power.   If your boss doesn't come up with what you ask for; you can take the other job!   By having an alternative, you create leverage for yourself.  

Are you the only one who can do what you are doing? If so, that gives you some power.   Will you be training the new hire? If so, that is more leverage for you. Now would be a good time to clarify what responsibilities lay ahead for you.   If they are increasing the responsibilities and the time they expect you to work, now would be a good time to ask for a raise.  

In any negotiation, having something the other side needs is strength.   If you have something they need, you have some power.   Now you have to find out what they need and see if you can fill those needs.

PERSONAL AND CONDITIONAL POWER

Personal Power is the internal source of your skills, ability, and confidence.

Examples:

• Active Listener
• Assertive
• Knowledgeable
• Confident Presenter

Conditional Power is the combination of external factors specific the situation.

Examples:

• Time
• Resources (money, cogs, widgets)
• Needs
• Market demands

If your boss wants to give you a raise, that's wonderful but if you fill her needs that is even better.   One way to increase power in any negotiation is to understand the difference between wants and needs and be able to define and fill the other side's needs.

I may want a new Mercedes, but the reality is, I take public transportation, drive only when I have to, and leave my car out in the street where it gets dented and dirty.   While I may want a new Mercedes, my need is for something that gets me from A to B safely and reliably.  

A want is something specific, a car; a need is much more abstract, getting some place on time. When you begin to help your boss fulfill their needs, you are moving to help yourself become more valuable.   In any negotiation, one goal is to assess the other side's needs and be able to tell them how you will help fulfill them.  

By defining their needs, you can offer to help fill them and if you can fill your bosses needs, you have value and value is worth something.   Think raise.

WHAT ARE THEIR NEEDS?

Is the company growing and hiring?  

Will they need more workers?  

Will those workers need training and managing?

What else does the company need?

Can you fulfill these needs?

PRINCIPLE 7: CONCEDE ACCORDING TO PLAN

Finally. You know your strengths, developed your value, planned your approach and now it's time to think of a concession plan.   Concessions come at the end of a negotiation and are the language of closing.  

But what if the boss can't give you a raise but is sympathetic to your needs?   What other things can you get that are valuable to you?   Paid parking?   A key to the executive washroom?   Flex-time? An extra 2 weeks of vacation?   Less responsibility?

If you don't get what you want, arm yourself with a list of other options that are valuable for you and that may not feel like they are a great value to them.

Now go find out how much they want you!

RULES OF THE CONCESSION

If you give a concession, get one in return, if you do give a concession make sure it has a high value to the other side, but a low cost to you, and don't make a concession unless you have to.