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Soyou’vebeenwithyourcompanyforawhileandhavebeenexceedingallofyourmanager’sexpectations.Youworkhardareagreatteamplayercomeupwithnewideastotakethebusinessfurtherandareanall-aroundjoyintheworkplace. Ifyouhaven’tbeenpromotedorbeenbumpedupinsalaryautomaticallyitmightbetimetotakethebullbythehornsandapproachthistopicyourself.Whileaskingforaraisemakesmanypeopleuncomfortableandnervousthesituationcanbeabreezeifhandledcorrectly. Thefollowingareafewstepstofollowtomakesureyourrequestdoesnotfallondeafears: 41.Doyourresearch. Likeanyotherelementofyourcareeritallstartswithresearch.Inordertopresentyourmanagerwithacompellingcaseinyourfavoryouneedtoknowwhatthegoingrateisforsomeonewithyourexperienceandinyourposition. 42.Outlineacaseforyourself. Whengoingintoanykindofnegotiationsessionyouneedtobeequippedwiththerightamountofammunition.Beforeyouwalkintoyourmeetinglookbackatyourtimewiththecompanyandhighlightyouraceomplishments.Comeupwithalistofspecificexamplesofwaysyouhavebeenavaluableassettothebusiness.Findfactsandfiguresthatdemonstratewhatyouhaveexcelledusingnumberswheneverpossible. Ifyoureallywanttoknocktheirsocksoffputyouraccomplishmentsintoaformalpresentationalbeitbriefthatoutlineseachofyourgoalsandhowyouhaveachievedthem.Thiswilldemonstratethatyouareprofessionalwillingtogotheextramileandhavethoughtaboutyourrequestthoroughly. 43.Knowwhat’sgoingoninyourneighborhood. Therearegoodtimesandbadtimestoaskforaraiseatanycompany. Scheduleampletimetopresentyourcaseandmakesureyourtimingisright. Askingforaraiseontheflyafterjustwalkingintoyourmanager’sofficetochatwillnotbenefityouorimpressyourboss. Makesureyouhavetimetopresentyourcaseandthatyourmanagerhastimetothinkaboutyourpresentation.Requestameetingwithyoursupervisoratleastahalf-hourlong.Thinkaboutyourtimingwhenyouschedulethemeetingtoo.Ifyourdepartmenthasabevyofdeadlinestomeetattheendofeachmonthdon’tscheduleyourmeetingonthe29th.Pickatimewhenyourmanagerwillbesuretobeinagoodmoodandnotoverlystressed. 44.Avoidthreatsordemands. Thelastthingyouwanttodoistoputyoursupervisoronthedefensive. Beprofessionalandifyourjobisworthkeepingwillingtolistentotheotherside.Keepthemeetingpositiveandyouroutcomewillbemorepositive. 45.Rememberthatnotallperksaremonetary. Don’tfallintothetrapofthinkingyouarenotvaluedifyoudonotgetexactlywhatyouhadexpected. [A]Ifyouapproachyourmanagerforaraiseinatimeofdownsizingandcost-cuttingyouwillnotonlybedeniedbutwillalsoshowthatyouarenotintunewiththecompany’sneeds.Makesureyouunderstandyourcompany’soverallfinancialsituation. [B]Forexampleifyoudevelopedamarketingplanthathelpedincreasesalesmakesureyouhavethosesalesfiguresonhandaswellasyourroleintheplananditsexecution.Besuretotieyourownsuccessintotheoverallsuccessofthecompany. [C]Ifyourcompanyisstrappedfinanciallybutyouandyourmanagerstillcometotheconclusionthatitistimeforyoutoberewardedforyourperformanceyoumightbeabletonegotiateforstockoptionsmorevacationtimeorothernon-monetarybenefits. [D]Whenyoucomeupwithyourdesiredraiseinyourbasesalarygoover2%.Ifyouwant8%thenaskfor10%. [E]YoucanfindoutwhatothersinyourindustryandincomparablepositionsarerakinginbylookingatonlineresourcesthroughtheBureauofLaborStatisticsorinbookslike"TheAmericanAlmanacofJobsandSalaries"byJohnW.WrightQuill. [F]Goingintoameetingwiththe"ifIdon’tgetitI’mleaving"attitudewillonlytellyourcompanyyouareuncompromisingandonlyoutfornumberone. 44
1interpretthefollowinggraph. 2possiblereasonsforthephenomenon. 3yourcomments. C.YouressaymustbewrittenneatlyontheANSWERSHEET2.
YoucannotbuyPradashoesonPrada.com.InfacttherearenoworkinglinksontheWebsite.Thisisnotatechnicaldisorder.Sincethelate’9OsthesitehasbeenasinglepagewithonlythenameoftheItalianfashionhouseandtwophotographs.Nostorelocationsorhelpnumbers.Nothing."IlovePrada"pondersNinaDietzelpresidentofWeb-designcompany300FeetOut."Butwhat’supwiththeir’site’" PradaclaimsanewWebsiteis"underdevelopment."Buthavingamysteriouslyuselesshomepageitadmitshasanallure.Itscreamsexclusivity:youcanseebutyoucan’tclick.It’sauniquelyPradasolutiontothisriddle:howtomakeyourluxurybrandworkontheInternetwithoutdiminishingitsvalue.InasensetheInternetisantitheticaltothe"hightouch"luxuryexperience.ThereisnoindulgencebysalesstaffandcustomershavecometoseetheNetasapathtocheappricesnottop-dollargoods.There’snovelvetrope:anyonecanplaceanorderorsetupshop.That’swhyPradastrivestomaintainthelinkbetweenitsnameandtheextravagantexperienceofshoppingatstoreslikeits$40millionNewYorkflagshipdesignedbyRemKoolhaas. UnlikePradamostluxurycompaniescan’taffordtoignoretheWeb:intheUnitedStatesecommerceaccountedfor$2.5billioninluxurysales.Thatfigureisexpectedtogrowto$7billionby2010saysForresterResearch.It’sstillasmallfractionofthetotalmarketcomparedtootherretailsectorsbutfiveyearsagoanalystssaidtherewas"noway"luxurywouldsellonline.Theywerebettingcustomerswouldn’tpaythatmuchontheWebandtopbrandswouldn’tgoslumminginthisbargainbasement.Oneofthefirsthigh-endluxuryretailersAshford.comhadmanywell-publicizedstruggleswithitsstockdroppingtonearrockbottomin2001. CompanieslikeNeimanMarcusthathavestrongcatalogsaleshavemadethetransitiontotheWebmoreeasily;onlinesalesarethecompany’sfastest-growingsourceofrevenue.SwisswatchmakersBreitlingandPatekPhilippehavetakenanothertackwithWebsitesthatofferonlyinformationnotsales.BreitlingdirectorofmarketingBenBalmersaysaluxurybrandneedstooffer"abuyingexperience"thatonlyawell-runstorecanprovide.Howeverhenotesthatsince2002ithaspresented30percentfewercatalogsintheUnitedStatesandseensalesrisemorethan35percentthankstoexposureontheInternet.PradamaynotneedaworkingWebsiteafterall. InthefirstparagraphtheinternetofPradaismentionedto
46.TheAmericansociologistTalcottParsonsbelievedthatthetwomostimportantfunctionsofthemodernfamilyaretheprimarysocializationofchildrenandthestabilizationofadultpersonalitiesthroughmarriageandtheraisingofchildren.Hisownconcernwasparticularlywiththemiddle-classAmericanfamilybuttheseimportantaspectsoffamilylifearealsoapplicablemuchmorewidely.Inthepresentcontextitisworthwhiletolookespeciallyatprimarysocialization. 47.Primarysocializationreferstothetrainingofchildrenduringtheirearliestyearswhereassecondarysocializationreferstolaterinfluencesonthedevelopmentofthechild’spersonalityandlearningactivitiessuchashisinvolvementwithteachersandwithotherchildrenatschool.Primarysocializationisinmostsocietiescarriedoutessentiallywithinthefamilyaspartofchildrearing.Inthemodernfamilyparentstakeresponsibilityforraisingandteachingtheirchildrensuchbasicthingsaslanguageandcorrectbehavior.Toilettrainingteachingchildrenhowtoeatcorrectlyandencouragingchildrentogetalongwithothersareallaspectsofchildrearing.Howeveritisnotonlythesemoremundaneaspectsofbehaviorthatchildrenlearn.Childrenarealsoimplicitlyencouragedtodevelopthevaluesoftheparentsandoftilesocietyinwhichtheylive.InAmericansocietywhichwasParsons’mainconcernthesevaluesincludeindependencemotivationforachievementandcompetition.Inothersocietiesdifferentvaluessuchascooperationandegalitarianismmaybestressed.48.Yettheprinciplebehindprimarysocializationindifferentsocietiesisthesame:thedevelopmentofsocialvaluesmustbeachievedinanenvironmentofloveandsecurityasisfoundintheidealfamilyanywhereintheworld. Howeverfewfamiliesareideal.Studiesofthefamiliesofemotionallydisturbedchildrenhaveshownthatunsatisfactoryrelationshipsbetweenhusbandsandwivescanhavedetrimentaleffectsonchildren. Sometimesachildisusedasascapegoat.Theparentsblameorevenphysicallyabusethechildinordertocoveruptheirowndifficulties.49.Insuchaeasethechildoftenfailstodevelopthevaluestheparentswishtoinstillinhimdevelopinginsteadantisocialhabitsleadingtodeviantbehaviorinlaterlife.Indeedthecyclemayberepeatedifsuchapersonintimemarrieshasafamilyofhisownandtreatshischildreninthesameway.Nonethelessthereisnoreasontosupposethatallchildrenofunsatisfactorymarriagesaretreatedinsuchawayorfailtoovercomethedifficultiestheyhaveaschildren. 50.SomesocialscientistshaveevensuggestedthattheisolatednuclearfamilyasitexistsinWesternindustrializedsocietiesistoblameforthesocialillsfoundinthosesocieties.Theyclaimthatinthepastmoresupportwasofferedfromthewiderkinnetworkandfromthecommunityasawhole--asisstillthecaseinless-developedpartsoftheworldTheBritishpsychiatristsR.D.LaingandDavidCoopersuggestedthatthemodernfamilyisdysfunctionalinthatbyitsverynatureitforcesuponchildrenanundueemphasisonobediencetoauthority.Thesenegativeviewpointsasidemostexpertsaswellasmostparentsagreethattheprimarysocializationprocessinthemodernfamilyoffersbenefitsbotht6thechildandtotheparents. Yettheprinciplebehindprimarysocializationindifferentsocietiesisthesame:thedevelopmentofsocialvaluesmustbeachievedinanenvironmentofloveandsecurityasisfoundintheidealfamilyanywhereintheworld.
YoucannotbuyPradashoesonPrada.com.InfacttherearenoworkinglinksontheWebsite.Thisisnotatechnicaldisorder.Sincethelate’9OsthesitehasbeenasinglepagewithonlythenameoftheItalianfashionhouseandtwophotographs.Nostorelocationsorhelpnumbers.Nothing."IlovePrada"pondersNinaDietzelpresidentofWeb-designcompany300FeetOut."Butwhat’supwiththeir’site’" PradaclaimsanewWebsiteis"underdevelopment."Buthavingamysteriouslyuselesshomepageitadmitshasanallure.Itscreamsexclusivity:youcanseebutyoucan’tclick.It’sauniquelyPradasolutiontothisriddle:howtomakeyourluxurybrandworkontheInternetwithoutdiminishingitsvalue.InasensetheInternetisantitheticaltothe"hightouch"luxuryexperience.ThereisnoindulgencebysalesstaffandcustomershavecometoseetheNetasapathtocheappricesnottop-dollargoods.There’snovelvetrope:anyonecanplaceanorderorsetupshop.That’swhyPradastrivestomaintainthelinkbetweenitsnameandtheextravagantexperienceofshoppingatstoreslikeits$40millionNewYorkflagshipdesignedbyRemKoolhaas. UnlikePradamostluxurycompaniescan’taffordtoignoretheWeb:intheUnitedStatesecommerceaccountedfor$2.5billioninluxurysales.Thatfigureisexpectedtogrowto$7billionby2010saysForresterResearch.It’sstillasmallfractionofthetotalmarketcomparedtootherretailsectorsbutfiveyearsagoanalystssaidtherewas"noway"luxurywouldsellonline.Theywerebettingcustomerswouldn’tpaythatmuchontheWebandtopbrandswouldn’tgoslumminginthisbargainbasement.Oneofthefirsthigh-endluxuryretailersAshford.comhadmanywell-publicizedstruggleswithitsstockdroppingtonearrockbottomin2001. CompanieslikeNeimanMarcusthathavestrongcatalogsaleshavemadethetransitiontotheWebmoreeasily;onlinesalesarethecompany’sfastest-growingsourceofrevenue.SwisswatchmakersBreitlingandPatekPhilippehavetakenanothertackwithWebsitesthatofferonlyinformationnotsales.BreitlingdirectorofmarketingBenBalmersaysaluxurybrandneedstooffer"abuyingexperience"thatonlyawell-runstorecanprovide.Howeverhenotesthatsince2002ithaspresented30percentfewercatalogsintheUnitedStatesandseensalesrisemorethan35percentthankstoexposureontheInternet.PradamaynotneedaworkingWebsiteafterall. Whatistheauthor’sattitudetowardthesalesoninternet
46.TheAmericansociologistTalcottParsonsbelievedthatthetwomostimportantfunctionsofthemodernfamilyaretheprimarysocializationofchildrenandthestabilizationofadultpersonalitiesthroughmarriageandtheraisingofchildren.Hisownconcernwasparticularlywiththemiddle-classAmericanfamilybuttheseimportantaspectsoffamilylifearealsoapplicablemuchmorewidely.Inthepresentcontextitisworthwhiletolookespeciallyatprimarysocialization. 47.Primarysocializationreferstothetrainingofchildrenduringtheirearliestyearswhereassecondarysocializationreferstolaterinfluencesonthedevelopmentofthechild’spersonalityandlearningactivitiessuchashisinvolvementwithteachersandwithotherchildrenatschool.Primarysocializationisinmostsocietiescarriedoutessentiallywithinthefamilyaspartofchildrearing.Inthemodernfamilyparentstakeresponsibilityforraisingandteachingtheirchildrensuchbasicthingsaslanguageandcorrectbehavior.Toilettrainingteachingchildrenhowtoeatcorrectlyandencouragingchildrentogetalongwithothersareallaspectsofchildrearing.Howeveritisnotonlythesemoremundaneaspectsofbehaviorthatchildrenlearn.Childrenarealsoimplicitlyencouragedtodevelopthevaluesoftheparentsandoftilesocietyinwhichtheylive.InAmericansocietywhichwasParsons’mainconcernthesevaluesincludeindependencemotivationforachievementandcompetition.Inothersocietiesdifferentvaluessuchascooperationandegalitarianismmaybestressed.48.Yettheprinciplebehindprimarysocializationindifferentsocietiesisthesame:thedevelopmentofsocialvaluesmustbeachievedinanenvironmentofloveandsecurityasisfoundintheidealfamilyanywhereintheworld. Howeverfewfamiliesareideal.Studiesofthefamiliesofemotionallydisturbedchildrenhaveshownthatunsatisfactoryrelationshipsbetweenhusbandsandwivescanhavedetrimentaleffectsonchildren. Sometimesachildisusedasascapegoat.Theparentsblameorevenphysicallyabusethechildinordertocoveruptheirowndifficulties.49.Insuchaeasethechildoftenfailstodevelopthevaluestheparentswishtoinstillinhimdevelopinginsteadantisocialhabitsleadingtodeviantbehaviorinlaterlife.Indeedthecyclemayberepeatedifsuchapersonintimemarrieshasafamilyofhisownandtreatshischildreninthesameway.Nonethelessthereisnoreasontosupposethatallchildrenofunsatisfactorymarriagesaretreatedinsuchawayorfailtoovercomethedifficultiestheyhaveaschildren. 50.SomesocialscientistshaveevensuggestedthattheisolatednuclearfamilyasitexistsinWesternindustrializedsocietiesistoblameforthesocialillsfoundinthosesocieties.Theyclaimthatinthepastmoresupportwasofferedfromthewiderkinnetworkandfromthecommunityasawhole--asisstillthecaseinless-developedpartsoftheworldTheBritishpsychiatristsR.D.LaingandDavidCoopersuggestedthatthemodernfamilyisdysfunctionalinthatbyitsverynatureitforcesuponchildrenanundueemphasisonobediencetoauthority.Thesenegativeviewpointsasidemostexpertsaswellasmostparentsagreethattheprimarysocializationprocessinthemodernfamilyoffersbenefitsbotht6thechildandtotheparents. TheAmericansociologistTalcottParsonsbelievedthatthetwomostimportantfunctionsofthemodernfamilyaretheprimarysocializationofchildrenandthestabilizationofadultpersonalitiesthroughmarriageandtheraisingofchildren
YoucannotbuyPradashoesonPrada.com.InfacttherearenoworkinglinksontheWebsite.Thisisnotatechnicaldisorder.Sincethelate’9OsthesitehasbeenasinglepagewithonlythenameoftheItalianfashionhouseandtwophotographs.Nostorelocationsorhelpnumbers.Nothing."IlovePrada"pondersNinaDietzelpresidentofWeb-designcompany300FeetOut."Butwhat’supwiththeir’site’" PradaclaimsanewWebsiteis"underdevelopment."Buthavingamysteriouslyuselesshomepageitadmitshasanallure.Itscreamsexclusivity:youcanseebutyoucan’tclick.It’sauniquelyPradasolutiontothisriddle:howtomakeyourluxurybrandworkontheInternetwithoutdiminishingitsvalue.InasensetheInternetisantitheticaltothe"hightouch"luxuryexperience.ThereisnoindulgencebysalesstaffandcustomershavecometoseetheNetasapathtocheappricesnottop-dollargoods.There’snovelvetrope:anyonecanplaceanorderorsetupshop.That’swhyPradastrivestomaintainthelinkbetweenitsnameandtheextravagantexperienceofshoppingatstoreslikeits$40millionNewYorkflagshipdesignedbyRemKoolhaas. UnlikePradamostluxurycompaniescan’taffordtoignoretheWeb:intheUnitedStatesecommerceaccountedfor$2.5billioninluxurysales.Thatfigureisexpectedtogrowto$7billionby2010saysForresterResearch.It’sstillasmallfractionofthetotalmarketcomparedtootherretailsectorsbutfiveyearsagoanalystssaidtherewas"noway"luxurywouldsellonline.Theywerebettingcustomerswouldn’tpaythatmuchontheWebandtopbrandswouldn’tgoslumminginthisbargainbasement.Oneofthefirsthigh-endluxuryretailersAshford.comhadmanywell-publicizedstruggleswithitsstockdroppingtonearrockbottomin2001. CompanieslikeNeimanMarcusthathavestrongcatalogsaleshavemadethetransitiontotheWebmoreeasily;onlinesalesarethecompany’sfastest-growingsourceofrevenue.SwisswatchmakersBreitlingandPatekPhilippehavetakenanothertackwithWebsitesthatofferonlyinformationnotsales.BreitlingdirectorofmarketingBenBalmersaysaluxurybrandneedstooffer"abuyingexperience"thatonlyawell-runstorecanprovide.Howeverhenotesthatsince2002ithaspresented30percentfewercatalogsintheUnitedStatesandseensalesrisemorethan35percentthankstoexposureontheInternet.PradamaynotneedaworkingWebsiteafterall. WhydoesPradaignorethesalesonWeb.
46.TheAmericansociologistTalcottParsonsbelievedthatthetwomostimportantfunctionsofthemodernfamilyaretheprimarysocializationofchildrenandthestabilizationofadultpersonalitiesthroughmarriageandtheraisingofchildren.Hisownconcernwasparticularlywiththemiddle-classAmericanfamilybuttheseimportantaspectsoffamilylifearealsoapplicablemuchmorewidely.Inthepresentcontextitisworthwhiletolookespeciallyatprimarysocialization. 47.Primarysocializationreferstothetrainingofchildrenduringtheirearliestyearswhereassecondarysocializationreferstolaterinfluencesonthedevelopmentofthechild’spersonalityandlearningactivitiessuchashisinvolvementwithteachersandwithotherchildrenatschool.Primarysocializationisinmostsocietiescarriedoutessentiallywithinthefamilyaspartofchildrearing.Inthemodernfamilyparentstakeresponsibilityforraisingandteachingtheirchildrensuchbasicthingsaslanguageandcorrectbehavior.Toilettrainingteachingchildrenhowtoeatcorrectlyandencouragingchildrentogetalongwithothersareallaspectsofchildrearing.Howeveritisnotonlythesemoremundaneaspectsofbehaviorthatchildrenlearn.Childrenarealsoimplicitlyencouragedtodevelopthevaluesoftheparentsandoftilesocietyinwhichtheylive.InAmericansocietywhichwasParsons’mainconcernthesevaluesincludeindependencemotivationforachievementandcompetition.Inothersocietiesdifferentvaluessuchascooperationandegalitarianismmaybestressed.48.Yettheprinciplebehindprimarysocializationindifferentsocietiesisthesame:thedevelopmentofsocialvaluesmustbeachievedinanenvironmentofloveandsecurityasisfoundintheidealfamilyanywhereintheworld. Howeverfewfamiliesareideal.Studiesofthefamiliesofemotionallydisturbedchildrenhaveshownthatunsatisfactoryrelationshipsbetweenhusbandsandwivescanhavedetrimentaleffectsonchildren. Sometimesachildisusedasascapegoat.Theparentsblameorevenphysicallyabusethechildinordertocoveruptheirowndifficulties.49.Insuchaeasethechildoftenfailstodevelopthevaluestheparentswishtoinstillinhimdevelopinginsteadantisocialhabitsleadingtodeviantbehaviorinlaterlife.Indeedthecyclemayberepeatedifsuchapersonintimemarrieshasafamilyofhisownandtreatshischildreninthesameway.Nonethelessthereisnoreasontosupposethatallchildrenofunsatisfactorymarriagesaretreatedinsuchawayorfailtoovercomethedifficultiestheyhaveaschildren. 50.SomesocialscientistshaveevensuggestedthattheisolatednuclearfamilyasitexistsinWesternindustrializedsocietiesistoblameforthesocialillsfoundinthosesocieties.Theyclaimthatinthepastmoresupportwasofferedfromthewiderkinnetworkandfromthecommunityasawhole--asisstillthecaseinless-developedpartsoftheworldTheBritishpsychiatristsR.D.LaingandDavidCoopersuggestedthatthemodernfamilyisdysfunctionalinthatbyitsverynatureitforcesuponchildrenanundueemphasisonobediencetoauthority.Thesenegativeviewpointsasidemostexpertsaswellasmostparentsagreethattheprimarysocializationprocessinthemodernfamilyoffersbenefitsbotht6thechildandtotheparents. SomesocialscientistshaveevensuggestedthattheisolatednuclearfamilyasitexistsinWesternindustrializedsocietiesistoblameforthesocialillsfoundinthosesocieties.
Soyou’vebeenwithyourcompanyforawhileandhavebeenexceedingallofyourmanager’sexpectations.Youworkhardareagreatteamplayercomeupwithnewideastotakethebusinessfurtherandareanall-aroundjoyintheworkplace. Ifyouhaven’tbeenpromotedorbeenbumpedupinsalaryautomaticallyitmightbetimetotakethebullbythehornsandapproachthistopicyourself.Whileaskingforaraisemakesmanypeopleuncomfortableandnervousthesituationcanbeabreezeifhandledcorrectly. Thefollowingareafewstepstofollowtomakesureyourrequestdoesnotfallondeafears: 41.Doyourresearch. Likeanyotherelementofyourcareeritallstartswithresearch.Inordertopresentyourmanagerwithacompellingcaseinyourfavoryouneedtoknowwhatthegoingrateisforsomeonewithyourexperienceandinyourposition. 42.Outlineacaseforyourself. Whengoingintoanykindofnegotiationsessionyouneedtobeequippedwiththerightamountofammunition.Beforeyouwalkintoyourmeetinglookbackatyourtimewiththecompanyandhighlightyouraceomplishments.Comeupwithalistofspecificexamplesofwaysyouhavebeenavaluableassettothebusiness.Findfactsandfiguresthatdemonstratewhatyouhaveexcelledusingnumberswheneverpossible. Ifyoureallywanttoknocktheirsocksoffputyouraccomplishmentsintoaformalpresentationalbeitbriefthatoutlineseachofyourgoalsandhowyouhaveachievedthem.Thiswilldemonstratethatyouareprofessionalwillingtogotheextramileandhavethoughtaboutyourrequestthoroughly. 43.Knowwhat’sgoingoninyourneighborhood. Therearegoodtimesandbadtimestoaskforaraiseatanycompany. Scheduleampletimetopresentyourcaseandmakesureyourtimingisright. Askingforaraiseontheflyafterjustwalkingintoyourmanager’sofficetochatwillnotbenefityouorimpressyourboss. Makesureyouhavetimetopresentyourcaseandthatyourmanagerhastimetothinkaboutyourpresentation.Requestameetingwithyoursupervisoratleastahalf-hourlong.Thinkaboutyourtimingwhenyouschedulethemeetingtoo.Ifyourdepartmenthasabevyofdeadlinestomeetattheendofeachmonthdon’tscheduleyourmeetingonthe29th.Pickatimewhenyourmanagerwillbesuretobeinagoodmoodandnotoverlystressed. 44.Avoidthreatsordemands. Thelastthingyouwanttodoistoputyoursupervisoronthedefensive. Beprofessionalandifyourjobisworthkeepingwillingtolistentotheotherside.Keepthemeetingpositiveandyouroutcomewillbemorepositive. 45.Rememberthatnotallperksaremonetary. Don’tfallintothetrapofthinkingyouarenotvaluedifyoudonotgetexactlywhatyouhadexpected. [A]Ifyouapproachyourmanagerforaraiseinatimeofdownsizingandcost-cuttingyouwillnotonlybedeniedbutwillalsoshowthatyouarenotintunewiththecompany’sneeds.Makesureyouunderstandyourcompany’soverallfinancialsituation. [B]Forexampleifyoudevelopedamarketingplanthathelpedincreasesalesmakesureyouhavethosesalesfiguresonhandaswellasyourroleintheplananditsexecution.Besuretotieyourownsuccessintotheoverallsuccessofthecompany. [C]Ifyourcompanyisstrappedfinanciallybutyouandyourmanagerstillcometotheconclusionthatitistimeforyoutoberewardedforyourperformanceyoumightbeabletonegotiateforstockoptionsmorevacationtimeorothernon-monetarybenefits. [D]Whenyoucomeupwithyourdesiredraiseinyourbasesalarygoover2%.Ifyouwant8%thenaskfor10%. [E]YoucanfindoutwhatothersinyourindustryandincomparablepositionsarerakinginbylookingatonlineresourcesthroughtheBureauofLaborStatisticsorinbookslike"TheAmericanAlmanacofJobsandSalaries"byJohnW.WrightQuill. [F]Goingintoameetingwiththe"ifIdon’tgetitI’mleaving"attitudewillonlytellyourcompanyyouareuncompromisingandonlyoutfornumberone. 42
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