IMPORTANT INTRO TO THE WORKSHEET BELOW
How can you make it easier for your manager to say ‘Yes’ to your request for a higher salary? One way is to align your job activities and achievements to your
manager’s priorities and interests to the highest degree possible.
You can see why that’s a smart idea: when you position your performance
and self-promotion in ways that line up well with what your manager
your perceived professional worth in her eyes.
The reason this exercise fosters agreement of a higher salary is simple:
your manager is the one who decides or greatly influences your annual
pay increase based on the value you’ve contributed, so you want to focus
on what s/he perceives as valuable.
That perception could be a lot different than yours.
For example, let’s say you’re responsible for coordinating a conference
for your division. There are dozens of decisions to be made related to
planning once the budget is set: theme, location, topics, speakers,
program, menu, marketing, attendee logistics—you name it.
So what does a successful conference look like? How should you prioritize your planning?
You might view the program content and speakers as most critical. (As
would I.) But for whatever reasons, your manager might name the venue
and the menu as top priorities, and the program content as secondary.
Before you spend time and sweat the details on the conference, you need
to find out your manager’s definition of a successful event.
your conference decisions and activities with that definition
stellar outcome that she raves about.
There’s another relevant reason for this exercise: In any negotiation,
knowing as much as possible about the other side’s needs, fears and
interests makes it easier to discover shared interests and find common
ground on your way to agreement.
In general, the more information that’s shared, the more pathways
there are to finding viable solutions and creative options that satisfy
the needs of both sides.
Having this information is useful in all your negotiation
conversations with your manager, whether it’s requesting resources, time
off, project assignments, training, a promotion, a
flexible work arrangement, or higher pay.
With all that in mind...
...complete the three-page worksheet below to help you better position your job achievements.
Then follow the "Further Instructions" on the third page.