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Successful Negotiation for Salary Raise - Case Study Example

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Successful Negotiation for Salary Raise

It's a quiet convincing statement which refers to human nature where most of the times s/he inquires 'what's in it for me'' and is willing to get into details of the situation.

The case presented here is about asking my manager for increasing my salary. It's been almost two years that I have been part of the same organization on the same pay scale; however my job role has changed multiple times, mostly increasing the job responsibilities.
Such duration was viable enough to prove my value as being part of the organization and fight the case.

In the current scenario, I had an upper hand as recently my coworker resigned, leaving his share of job responsibilities upon my shoulder. Earlier I was managing just a single product line but now another one has been added, making my job role tougher claiming double the time and efforts. I was the only resource my boss had left in retail function, having the set of expertise and experience as I had. If at this point in time I leave, my boss would be left with loads to handle all by himself. Hiring another resource was always an option but as per the regressive interviewing process, it would have taken minimum of three months for hiring adding another three months for trainings and blending in of the new resource.

The key here was to present my significance to the organization, specifically to my manager making him believe that I deserve more then what I am getting right now based on my capability of committing to extra amount of work., whereas saving their cost which will be incurred over hiring of the new resource. This did require careful measures, such that I don't look too assertive, giving an impression of over-ambition, nor too timid showing desperation.

I was demanding 40% increase over my current gross salary...
Alternatives included bonus equivalent to two months of my gross salary, organization paying for my college tuition fees, and one week paid vacations to one of the countries. In return, I was willing to take almost half of the responsibilities of my coworker who resigned or take up additional assignment, distinct to my current job responsibilities.
If all above had not worked out, I was willing to take the counter offer I had in hand, which may have been close to my demand if not exceeding it. However this implied starting from scratch in understanding the way of work, getting in the flow and most importantly proving myself once again to my new employer. For my current employer, doing so meant investing their valuable time and resources in hiring and training two resources.
Another option was to deny taking additional responsibilities which eventually could have turned out to be the reason for losing my job. My employer could have either let go of me right at the spot or could have removed me till they get a replacement to keep the job running.
It was definitely not a piece of cake getting the management team to agree for paying me additional amount. I gathered the Do(s) and Don't(s) needed to be taken care of before presenting my case.
Negotiation Process - Do(s)
In order to make the negotiation process successful, it was essential to go beyond my current working methods and exhibit my talent. Below are the steps I followed to achieve the outcome:
Identify the objective
Just like a solution cannot be achieved till the problem is identified, results cannot be attained till objectives are defined. To keep my manager's attention focused, first and the foremost thing I did was to figure out my objective and the desired ...Show more


Linda D Tillman suggests in her philosophy of successful negotiation that "In negotiating assertively, each person should feel that she/he wins. Each person should get some of what he/she wants" (Tillman, 2007). …
Author : maye72
Successful Negotiation for Salary Raise
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