How To Negotiate Like A Pro With Your Boss

Copyright 2006 Mary Greenwood

Negotiating with your boss can be a little tricky because you are not on equal footing. Since there is always the chance there could be repercussions for speaking out, an employee usually won’t tell his boss what he is really thinking. Anyway, let’s assume that you want to get a raise or a promotion. Here are some of the rules you can use to negotiate with your boss.

1. Focus On The Goal; Don’t be Distracted By Emotions.

It is especially important not to let your emotions interfere with a request to your boss. If you are angry because you were passed over for a promotion or did not get the raise you think you deserved, it is not a good idea to immediately go to your boss’s office and demand a meeting. You will appear to be out of control, which you probably are, and the boss will probably be glad he made the decision he did.

2. Know What You Want and Know What You’re Worth.

It is very important that you know what you want when you speak with your boss about a wage increase or any other benefit. If the boss asks you, “How much do you want?” you need to have an answer rehearsed. This is not a time to hesitate unless your are caught completely off-guard. Be careful with the figure that you give him. Don’t make it too little so that you kick yourself later for not asking for more. Don’t make it too much so the boss thinks that you are greedy and unrealistic. If you are asked why you deserve the raise, do not say, “I don’t know.” This needs to be rehearsed so that you can give a reasoned answer any time any place.

3. Have A Plan B.

If you have your heart set on getting a raise or promotion, you still need to have a Plan B. First you have to decide whether you are going to stay in the position anyway or start looking for a new job if you don’t get the raise or promotion. Even if you decide that you are going to look for a new job, don’t be too quick to quit the old job. However, you may want to look at your current job in a new light so that whatever new experience you get should help you prepare for a new job.

4. Never Give Or Take No For An Answer.

Your boss may tell you right away that you are not getting a promotion or raise. If you accept that you are not getting it, then that is the end of the meeting. Perhaps you can suggest some alternatives. If you don’t get the raise, perhaps you can at least get a title change. Maybe you can get the extra duties but get the raise in three months? Maybe you could get extra vacation days instead of a raise? There are endless possibilities. If you suggest some alternatives to your boss, perhaps one will stick. If your boss still says no, then you may need to go to Plan B

5. Walk Away.

There may be instances where you decide that you have to just walk away. If the boss is not willing to give you the raise you thought you deserved, you may decide that this is not the boss or company you want to work for anymore. Just make sure this decision is not made in haste while you are still angry about your boss’s decision. If you do walk away, have a plan so you know how you will proceed. It is the conventional wisdom that it is harder to find a job when you no longer have one. Give yourself some time to make this final decision. You do not want to come into your boss’ office on Monday and beg for your job back. You would not be in a position of strength. If you do walk away, be sure you have thought it through.


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Mary Greenwood, J.D., LL.M: Arbitrator, Mediator, Author of How to Negotiate like a Pro, 41 Rules for Resolving Disputes Order at http://www.barnesandnoble.com or http://www.amazon.com or http://www.booksamillion.com ; Email me at: Howtonegotiate@aol.com. Visit http://www.Howtonegotiatelikeapro.com or http://www.Marygreenwood.com