Using the 3 Ps to Negotiate a Raise

By Mark Jankowski

Too many people rely on “gut” instinct and just leap into the fray, rather than working with a planned process for negotiation when it comes asking for a raise. However, the most important part of negotiating is having a systematic approach.

How can you use the 3 Ps to negotiate a raise?  Many people just walk into the boss’s office and say, “I need a raise.”  The boss says, “yes,” “no,” or “we’ll see” and then you hope for the best.  If you use the 3 Ps, you first prepare by identifying the reasons you deserve a raise, finding comparative salary data, digging into departmental or company policies on increases, learning about the type of person you’re asking for the raise, etc.  Then you write down your goals and determine a strategy (amount of raise, timing, reasons for meriting increase, etc.)  When you enter the actual negotiation, rather than making your proposal, you probe the other side, listening to their needs, constraints, pressures, etc.  Finally, when you make your proposal, you set your aspirations high, try to get the other side to go first (offer an increase), and know where you can give and where you cannot.  By employing a system, you’ll be more confident and more effective.


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