Words That Work: It's Not What You Say, It's What People Hear

by Frank Luntz

Most of us are uncomfortable marching into our boss’s office and demanding a raise or a promotion. I know it’s one of the conversations my own employees hate the most. It’s a situation that at once requires delicacy and diplomacy, strength and determination. Most importantly, you have to put yourself in the shoes of your boss. To him or her, your raise or promotion is not viewed as a reward for past performance. It’s a speculative investment in your future performance. The question your boss will be answering for you is not “What have you done for me lately?” it’s “What are you going to do for me tomorrow?” Be prepared to explain how you’ve done your job well—but realize that demonstrating past and current value is only half of the message you need to deliver. You will be most effective if you emphasize what your boss is most concerned with: the future. The next client. Future contracts. The upcoming project. Employ the concept of (but not the actual word) consequences. I’m not suggesting you use threats or extortion. No one appreciates his or her back being put to the wall, and doing so makes it easier for those in authority to say no. Just realize that the pivot point of your boss’s decision will not be that you deserve a raise, but that there are certain implied consequences of your not getting one. You have demonstrated value . . . and now your effort must to be to convince your boss to imagine what would happen if that value were no longer there.