If you’re going to sell your soul to the Man, the least you can do is get fair market value for it. The key to earning what you’re worth, says Greg LaConte of the St. Louis-based L&M Partnership, is having the nerve to ask for a raise. “The biggest problem people have,” he says, “is that they don’t realize you have to ask your way to success.”
But before you stomp into your boss’ office and demand a fatter paycheck, take a minute to hone your approach.
1. Timing is (almost) everything. Believe it or not, you’re not the only one pestering your boss for something, so if you make your move in the middle of the week, your request is likely to get lost in the shuffle. LaConte suggests shooting for Friday instead: “That way, your boss has the weekend to think about it.”
2. Assess the weather. Keep tabs on your supervisor’s stress level. “The boss’ mother-in-law may be making his life impossible,” says Mike Kalinowski of the Human Resources Partnership, “so you may want to wait until he’s in a more receptive mood.”
3. Choose your spin wisely. Everyone wants a raise, but few actually deserve one. Point out your biggest accomplishments and their value to the company, and you’ve got a better chance of getting what you want. “Always negotiate from a standpoint of worth, not need,” LaConte says.
4. Put it in writing. Don’t just talk about the high points of your year—write them down. When you’re done discussing them with your boss, hand him or her the list. “That way, they’ve got something to look at and remember your conversation,” LaConte points out.
5. Forget ultimatums. Don’t underestimate your boss’ willingness to call your bluff if you take an “or else” approach. “Take a bucket of water, stick your arm into it and then pull it back out,” LaConte says. “You see how long it takes for the ripples on the surface to dissipate? That’s how long it will take your boss to forget about you if you quit.”
