Don’t Ask for that Promotion, Negotiate Your Way Up!

The following article on how to prepare and strategize for a promotion is a guest post by Gloria Martinez of Womenled.org, an organization is dedicated to increasing the number of women-led corporations, organizations, and small businesses by educating others about “women led” achievements.

When you finally get up the nerve to approach the boss about a promotion, it can be intimidating. Too often people walk into the discussion with an overwhelming amount of emotions and the request is highly personal. It can also turn into a question loaded with big consequences if the answer is no when you walk in with the intent to leave the company if talks break down. Instead of giving the boss the ultimate power in deciding your future promotion, take these steps to avoid simply asking for what you want and instead skillfully negotiate your way up in the company.

Change your approach

According to researchers at Harvard Law School, one of the biggest mistakes to be made walking into any type of negotiation is to depend on an ultimatum or demand. While you may be passionate about being the next manager at work, framing your conversation with your boss about the promotion as a demand will more than likely not work.

Instead of giving your boss the option to say no to your request for the promotion and walk away, set aside a time to meet with your boss and give a presentation on why you’re the right person for the promotion. Include detailed, quantifiable information on what you’ve done for the company. Build a personal (but professional) website where you demonstrate your expertise in your field and show it to your boss during the presentation. Be sure to leave time for a Q&A in which your boss can ask you how you might handle certain situations if you’re given the new position. Think of the entire process as a mix between a job interview and a presentation to a new client. No matter what happens your boss will appreciate how passionate you are about your role in the company, and that will likely pay off sooner rather than later.

Be prepared for all outcomes

It would be nice to always win each negotiation, but this is just not realistic. Going into a conversation with your boss about a promotion will work out best if you are prepared for all the possible outcomes. You need to be ready if you get the yes but you also need to be prepared for the lowest acceptable outcome that keeps you on the job.

Being aware of where you will draw the line as far as what happens if you do not get the green light for that promotion off the bat means you are establishing your BATNA or “best alternative to a negotiated agreement”. This is essentially a backup plan in the event that the promotion is not readily available or offered.

How to hopefully get your “Yes”

According to the “Getting to Yes” model of negotiating, there are six basic skills to use to turn the negotiation for that promotion into the “yes” you are hoping for. Those basic skills are:

• “Separate the people from the problem.
• Focus on interests, not positions.
• Learn to manage emotions.
• Express appreciation.
• Put a positive spin on your message.
• Escape the cycle of action and reaction.”

The basic underlying idea is to approach the situation from the perspective that it is a business negotiation and not based on the emotions you may be feeling towards having to ask or even plead for a promotion. It is too easy to focus on your feelings or how you feel the other person may be reacting instead of going into the talks with a plan in place. The boss is not the enemy in this discussion, they just happen to be on the other side of the table. The boss is also not automatically against anything you are asking for but instead, they have to focus on the overall business interest while you are focusing on your personal interest.

When you go into the conversation about your raise with a yes/no type question, you are selling yourself short. Remove the possibility of a flat no with some negotiating skills and some real facts that show your boss it is in the best interest of the business to give you a promotion.