When and how to play hardball with your boss

Presenting yourself as prepared, confident and positive can help you get what you want.

It’s not easy when what you want is right in front of you, but you’re not quite sure how to get it. At work you may feel that you deserve a raise or that you’re the best candidate for a promotion, but you don’t know how to let your boss know it. While your track record should do most of the talking, we’ve learned a few tricks that may help tip the scales in your favor.

Be prepared
This cannot be stressed enough. Make sure that you can point to specific achievements during your negotiations. “You must have already sold the individual on the idea that you are the candidate for the position,” says Grant Cardone, author of “If You’re Not First, You’re Last” and executive producer of National Geographic’s “Turnaround King.” In addition, Morgan Norman, co-founder/CEO of performance management system WorkSimple, says that “your manager needs to understand why you deserve a new job title or more money, as opposed to just saying you want it.”

Be confident
Don’t be afraid to ask for what you want. “People too often set low expectations for themselves when entering a negotiation,” explains Selena Rezvani, author of “Pushback: How Smart Women Ask — And Stand Up — For What They Want.” “Always start with an ambitious outcome that would delight and thrill you, not just simply satisfy you.”

Be positive
Your boss might say no, but that doesn’t mean you should close the book on the negotiation forever. “Timing is everything,” Rezvani reminds us. “Try asking a second time under different circumstances.” Sometimes a “no” is a good thing, because it proves you’re asking for something better. “If you never hear ‘no,’ you’re probably not asking for enough,” says Rezvani.
 julia west


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