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- Wise Words -
Surprise your boss.  
​Ask for a career plan rather than a raise

by ilene rapkin 

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In a performance or salary review, here are six probing questions that every employee should ask:
  1. How do you perceive my strengths and growth areas?
  2. How do your colleagues perceive me?
  3. Do you believe I’m on a management track?Do you believe I’m hitting our agreed upon goals?
  4. Can I get coaching/training/course studies to develop my growth areas?
  5. ​How can I become a more effective team member to help our company reach its goals and meet its challenges? 
The answers to those questions, however, can vary based on your manager and your work culture. The only way to win in these situations is to prepare and prioritize what really matters to you. In other words, manipulate the outcome through a conscious strategy to conduct your negotiation in pre-planned stages all with an eye toward your manager's work style, challenges in the company and how your manager and colleagues perceive you.
 
Almost all negotiations favor the person with the power to make a decision.  When you negotiate, be a stealth missile. Hide your position and target your arguments towards career growth.
 
Make sure your manager is not only invested in your future advancement, but that she or he is invested in DEVELOPING it with you.  This is an alternate way to view negotiation: begin with forging the relationship. Then discuss the steps you need to take for advancement and success at your company.
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Steps for Success 
​
For you to own your negotiation and achieve your desired outcome, there are five steps you need to take to reframe your negotiation conversations at your company.

​1. You must do the prep: When you are working with a client, you practice due diligence to gather as much intel as possible about their motivations, their challenges, their needs, their budgets and the general culture of their company. In preparing for an internal review, you need to do the same kind of recon. Most of us lack the native skill to identify all of the right questions to ask. Seek out the person you can trust and depend upon during this process, either outside or inside your company,
 
2. Map the outcome you want – not just today, but long term: What do you really want from the negotiation and what do you want as a career growth path at your company? If a title change or increased compensation is not imminent, figure out ways to keep moving the dialog forward. Do not think the negotiation has ended. Rather, view it as a first phase of satisfying your personal career ambition.
 
3. Get your manager invested in your career: We all know that it is hard to get time with our boss. However, we do have the power to set regular meetings with agendas. One of the agenda points - on a quarterly basis, don't become that person who is forever asking for career growth - should be how the company perceives you and what skills you need to develop for career growth. 
​
No matter how busy good bosses are, they are attracted to and need employees who can help them achieve goals. You should not wait to be that person. Instead, proactively seek out opportunities and situations that will positively affirm people's perceptions of you. Remember your growth areas. Offer to help with projects that will change your manager’s perception of you and see you in a new way, and potentially in a more senior role.
  4. Build consensus through team work: Real advancement only happens when a lot of people in a company perceive you as valuable. Make sure you are on the right track, not only with your boss but with other key department heads. For instance, if you have been told you need help with public speaking, have you proactively sought media training or conducted role-playing sessions with your colleagues? 
​
Build consensus at your company by having a positive attitude toward your growth areas and showing people you are becoming more effective at developing your skills. Create opportunities for professional development and schedule regular check-ins.
 
5. Feeling confident that you have a right to ask for what you really want: If you follow all of these steps, no one will be surprised by the ask.  These steps will be successful, only if you take a long view, i.e. be patient because it is a process and not one meeting.  Give the process at least 6 months and if you get what you want sooner then take it for what it is.  A win. Never begin a negotiation conversation without your custom game plan in effect.
 
Otherwise it is usually an open and shut case because your manager will likely have a lot of experience with these negotiations and you do not.  Asking the right questions leads to better communication and dialogue, which will help you pinpoint your perceived strengths and growth areas to be developed with the guidance of your manager.

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For more on Annual Reviews see: "Tips & Tricks to Ace Your Annual Review" and "Making the Grade at Your Annual Review Meeting"
 
ILENE RAPKIN is president of the workplace improvement agency I Openers. Previously, she led sales and marketing teams at American Express Publishing, Condé Nast publishing and Primedia. Find her at: www.iopeners.net
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More Wise Words

Achieve: Focus on Results
​
Achieve: Leading from the Start
Achieve: Small is BIG
Achieve: Take Action
Career Management: Annual Review. A "How To"
Career Management: Annual Review. As Career Plan
Career Management: Choosing a Mentor
Career Management: Careers Happen
Career Management: Career Journey
Career Management: Mentorship Explained
​
Career Management: Post Graduate Degrees
Career Management: Promotion Frustration 
Career Management: Moving up by moving out
Career Management: Selecting Your Company
Career Management: Understand Yourself
Finances: Retirement Saving (1)
Finances: Retirement Saving (2)
Hindsight: Balance the short- with the long-term
​Hindsight: Embrace learning and your manager
Hindsight: Focus at Work
Hindsight: Millennial Reflections
Hindsight: Regrets: Time, Money & Pride
​Hindsight: Take Advice Sparingly
Hindsight: Take a Career Mulligan
​
Hindsight: Transition from College
Hindsight: Winning Nicely
Hindsight: Work hard, network, be honest. Have fun too!
Managing Up: Manage Up to Move Up
Managing Up: Manager As Partner
Managing Up: New Manager
Managing Up: Questions for your manager
Managing Up: Secret Skills for Managing Up
​
People & Teamwork: Be A Giver
​
People & Teamwork: LinkedIn As Networking
People & Teamwork: Networking Hacks
People & Teamwork: Networking as a Relationship
People & Teamwork: Networking Simplified
People & Teamwork: Teamwork As Leadership
Speedbumps: Chutes & Ladders
​
Speedbumps: Laid Off? Take A Breath
Speedbumps: Layoffs. The Afterlife
Speedbumps: Owning Mistakes
Work Life: Work Culture. America vs. UK
Work Life: Ask Why
Work Life: Be Yourself. Be Genuine
​
Work Life: Browned Out?
Work Life: Business Travel Guide
Work Life: Calendar Management
Work Life: Difficult Situations
Work Life: Focus on Fiyah!
​Work Life: Ghosting
​
Work Life: Help the Early Stage Professionals
Work Life: International Remote Working
Work Life: Pre-Vacation Checklist
Work Life: Smartphones & The Office
​Work Life: Start-Up Glamor
Work Life: Stress Management
Work Life: Take a Walk
​
Work Life: They Quit
Work Life: Unlimited Vacation
Work Life: Welcome the Newbies
Work Life: "Work" from Home

Crushing It @ Work

What Time Should I Start? 
What If I am Running Late? 
Taking Vacation
Sick Days 
Working Outside Office Hours
​
How to prepare for One/Ones
Making Meetings on Time 
Business Presentations 
Social Media, Personal Email and Hanging Out on the Web
Give it Six to Nine Months to Feel @Home
Be Your-professional-self
Staying Positive

Money Talk

The Basics
Retirement Savings Guide

Job Search Must Do's

Resume
The Application Letter 
​
The Free Conundrum: Should You Take an Unpaid Internship?
Informational Interviews 
Taking a Shortcut: Using Your Network 
Dealing with a Low GPA
​Responding to Recruiters
The Job Interview
Interview Questions
Questions You Should Ask
Simulations 
Interviews with Other Applicants
Dealing with References
Negotiating Your Salary
How to Resign (if you already have a job)
​
The First Week
You Don't Get the Job: Getting Feedback
​Keeping Motivated Through the Search

USA Today Columns by Fergus Mellon

How to get started on LinkedIn: Do this, not that
Warning: Avoid smartphone shame at work.  Keep them out of sight
To succeed, be a Giver in the workplace, not a Taker
4 ghoulish personality pitfalls to steer clear of at the office
​
How to coach today's not so entitled Millennials as they join the rat race

Crushing IT

Money

Library

WISE WORDS

Bureaucracy

Copyright © 2016 - 2020
  • Home
  • Getting a job
    • Must Do's - Resume
    • Must Do's - Application Letter
    • Must Do's - Internships
    • Groundwork - Informational Interviews
    • Groundwork - Your Network
    • Groundwork - GPA Issues
    • Groundwork - Recruiters
    • Dealing with Rejection - Feedback
    • Dealing with Rejection - Keeping Motivated
    • Closing the Deal - The Interview
    • Closing the Deal - Interview Q's
    • Closing the Deal - Your Questions
    • Closing the Deal - Simulations
    • Closing the Deal - Group Interviews
    • Closing the Deal - References
    • Signing On - Salary Negotiation
    • Signing On - How to Resign
    • Signing On - First Week
  • Crushing It
    • The Hours - What Time Should I Start
    • The Hours - What If I Am Running Late?
    • The Hours - Taking Vacation
    • The Hours - Sick Days
    • The Hours - Working Outside Office Hours
    • Professional Skills - One/Ones
    • Professional Skills- Making Meetings on Time
    • Professional Skills - Business Presentations
    • Professional Skills - Social Media, Personal Email
    • A Level Head - Feeling @ Home
    • A Level Head - Be YourProfessionalSelf
    • A Level Head- Staying Positive
  • Wise Words
    • Achieve - Focus on the Results
    • Achieve - Leading from the Start
    • Achieve - Showcase Your Work
    • Achieve - Small is BIG
    • Achieve - Take Action
    • Achieve - Your New Job. A Plan
    • Career Management - Annual Review
    • Career Management - Annual Review Feedback Meeting
    • Career Management - Annual Review: How to Guide
    • Career Management - Career Contentment
    • Career Management - Careers Happen
    • Career Management - Career Journey
    • Career Management - Choosing a Mentor
    • Career Management - Discomfort Is Good
    • Career Management - Freelancing and Employment Gaps
    • Career Management - Mentally Healthy Choices
    • Career Management - Mentorship Explained
    • Career Management - Post Graduate Degrees
    • Career Management - Promotion Frustration
    • Career Management - Promotions. Move out to move up
    • Career Management - Selecting Your Company
    • Career Management - Understand Yourself
    • Finances - Preparing for a Downturn
    • Finances - Retirement Saving (1)
    • Finances - Retirement Saving (2)
    • Hindsight - Balance the Short- with Long -term
    • Hindsight - Embrace Learning & Your Manager
    • Hindsight - Focus at Work
    • Hindsight - Millennial Reflections
    • Hindsight - Regrets: Time, Money & Pride
    • Hindsight - Take a Career Mulligan
    • Hindsight - Take Advice Sparingly
    • Hindsight - Transition from College
    • Hindsight - Winning Nicely
    • Hindsight - Work Hard. Be Honest. Have Fun
    • Managing Up - Manager as Partner
    • Managing Up - Manage Up to Move Up
    • Managing Up - Mastering Your Manager
    • Managing Up - New Manager
    • Managing Up - Questions For Your Manager
    • Managing Up - Secret Skills of Managing Up
    • Managing Up - Yes Power
    • People & Teamwork - Be a Giver
    • People & Teamwork - First Time Manager
    • People & Teamwork - LinkedIn as Networking
    • People & Teamwork - Networking Hacks
    • People & Teamwork - Networking as Relationship
    • People & Teamwork - Networking Simplified
    • People & Teamwork - Reputations Travel
    • People & Teamwork - Teamwork as Leadership
    • Sliding Doors - Decision Paths
    • Sliding Doors - Success Requires Luck
    • Speed Bumps - Chutes & Ladders
    • Speed Bumps - Layoffs & Survivors Guilt
    • Speed Bumps - Laid Off? Take a Breath
    • Speed Bumps - Layoffs. The After Life
    • Speed Bumps - Owning Mistakes
    • Work Life - American Work Culture
    • Work Life - Ask Why
    • Work Life - Be Yourself. Be Genuine
    • Work Life - Browned Out?
    • Work Life - Business Travel Guide
    • Work Life - Calendar Management
    • Work Life - Change is Certain
    • Work Life - Difficult Situations
    • Worklife - Focus on Fiyah
    • Work Life - Ghosting
    • Work Life - Help the Early Stage Professionals
    • Work Life- International Remote Working
    • Work Life - In the Zoom
    • Work Life - Mom Skills
    • Work Life - Office As A Stage
    • Work Life - Office Ghouls
    • Work Life - Pre Vacation Checklist
    • Work Life - Returning to Work
    • Work Life - Smartphones & The Office
    • Work Life - Speak Up
    • Work Life - Stage Fright
    • Work Life - Startup Glamour
    • Work Life - Stress Management
    • Work Life - Take A Walk
    • Work Life - Tasks We Hate
    • Work Life - They Quit
    • Work Life - Unlimited Vacation
    • Worklife - Vacation Overview
    • Work Life - Welcome the Newbies
    • Work Life - "Work" From Home
  • Money
    • Money - The Basics
    • Money - Saving for Retirement
    • Money - Retirement Saving
  • Library
    • Book Reviews
    • Webinar Hub
    • USA Today Columns
    • Buy Early Stage Professional
    • Bureaucracy
  • Help Center
    • Annual Reviews
    • Career Speed Bumps
    • Managing Up
    • Promotions & Career Planning
    • Stress Management