© 2017 Acadsoc Limited

© 2017 Acadsoc Limited 1

 Suggested time: 3min

INTRODUCTION
Persuading your boss to give
you a raise can be intimidating
(吓人的). You don’t want to be
humble and end up with little or
no response to your request,
but you don’t want to come off
as being arrogant and
demanding.
By defining your
contributions to the
company and relying on  Steps on how to ask
facts to make your point, your boss for a pay
you’ll have a better chance raise
of getting that increase
you deserve.

© 2017 Acadsoc Limited TI: Introduce the topic to S and then ask S the warm-up question. 2
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Research on
appropriate pay Negotiate with
raise. your boss for a
pay raise.

Prepare your
presentation for
the ‘ask for a pay
raise’ meeting.

* Each step is further explained in the following slides.

© 2017 Acadsoc Limited TI: Introduce the three steps simply. Details for each step are on the following pages . 3
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Familiarize yourself with your employer’s pay practices. If your company

offers more frequent increases, you’ll have more luck asking for a pay raise.
Otherwise, you’re unlikely to negotiate more money.

Research the market pay rates for your job. If you are already paid above
your market pay rate, negotiating a pay raise can be difficult.
薪酬安排

薪资标准 Read your employee handbook. If a policy or a process exists, your best bet
when asking for a pay raise is to follow the process exactly.

Network with other employees in similar jobs in similar industries to

determine your salary competitiveness.

© 2017 Acadsoc Limited TI: Guide S to learn the first step and explain the four items to S. 4
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Make a list of the goals you have Make a list of any additional
accomplished for the company. responsibilities you have added to
Determine how these accomplishments your job.
have helped the company. These
accomplishments may justify a pay
increase.

Set a pay increase goal. Use all of your Set up a meeting with your
earlier research to make sure that you immediate manager or supervisor
are asking for a pay raise that is to discuss your compensation.
reasonable for your job and
performance justly deserved.

© 2017 Acadsoc Limited TI: Guide S to learn the second step and explain the four items on the right. 5
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Be straightforward in addressing your request for a raise because

of the accomplishments and contributions you have made, and the
additional responsibilities you have taken on.

Persuade and negotiate. Tell your boss the specific pay raise you’d
like to see. Be prepared to present your research including your
industry research, salary range research, and your contributions.

Remain polite. If the boss tells you he cannot provide a pay raise
currently, ask what you need to do to make yourself eligible (有资格的)
as soon as pay raises are available.

* You should always thank your boss for their time. Threatening or quit if you
don’t receive a pay raise is counterproductive (适得其反的) and unprofessional.

TI: Guide S to learn the third step and explain three items on how to negotiate
© 2017 Acadsoc Limited with the employer on the right. 6
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(18s) http://www.acadsoc.com.cn/IES/Aplayer.aspx?code=359C497E869F0248

Dialog 1
C: Hi John! Do you have a moment?
J: Sure, Candy. What can I do for you?
C: I’d like to schedule a meeting with you to talk about my position.
When’s a good time for you?
J: Er, well, it’s probably best if you fix a time with my secretary, OK?
C: Fine, I’ll do that. [To be continued]

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Dialog 2
J: Come in, Candy, take a seat. Now, what can I do for you?
C: Well, I’d like to discuss my compensation package with you.
J: Really? I thought you were happy with the increase we gave you last year!
C: Yes, but I hope you’ll agree that since last year I’ve achieved a lot and we need
to consider these achievements. For example, I was responsible for organizing the
conference in Astana last month and [omitted] finally, I managed the ISO 9001
audit, which we successfully completed. So, wouldn’t you agree that my
performance this year has been very successful?
J: Well, yes. But what exactly do you want?
C: I understand that this year the pay increase is between 3 and 8 per cent. I would
like to ask for a raise at the top end of that scale.
J: Ooh! I don’t know about that. Candy, I mean, what about the others?
[To be continued]

•
•

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Dialog 3
C: If you look at my responsibilities in comparison to my colleagues, I am currently
underpaid. Wouldn’t you say this should be taken into consideration?
J: I’m not sure that that is really quite true, Candy.
C: Oh, I think so. I checked. Compared to programmers in other companies, I’m
earning about 4 per cent less than the market average. Here are the figures.
J: Are you saying you want to leave?
C: No, I just want you to know the background to my request, that’s all. I am sure
you can see that it wouldn’t be hard for me to get a better paid job
elsewhere.
J: I see. [To be continued ]

•
•
• 有说服力的
无事实根据的

© 2017 Acadsoc Limited TI: Ask S to listen to the audio and then answer the questions. 9
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Dialog 4
C: So, would you be willing to support my request for a higher wage increase?
J: Well, the problem is also your qualifications. Even though you are a fantastic
programmer, you don’t have the qualifications on paper for me to justify to the
HR department putting you into a higher salary level.
C: I thought that might be a problem. So, wouldn’t it make sense for the
company to invest in sending me on an advanced programming skills course? The
company benefits from my improved skills, I have the necessary qualifications on
paper and you could then justify to the HR department paying me more. I hope
you’ll agree that that would be a win-win situation for everybody.
J: Hmm. I need to think about this idea.
C: Sure. I’ll find a time for another meeting towards the end of the week with your
secretary. But thanks for your time today. I do appreciate that.
[The end of the conversation]

© 2017 Acadsoc Limited TI: Ask S to answer the above questions. Encourage S to speak as much as possible. 10
 After-class

Planning and preparation are very crucial when you ask for a
pay raise. When you ask for a raise, you need to convince your When introducing your
employer that your contribution to the work of the company is achievements to your boss,
worth above and beyond the usual annual pay raise. don’t use abstract adjectives
Asking for a raise without planning and preparation is risky. Plus, like great, efficient,
you’ve wasted your best shot at getting the raise. Your boss imaginative. Create a
doesn’t want to have that pay raise conversation with you again presentation about your
unless something changes at work or about your job. accomplishments.
E.g.
Two years ago, when you
Requesting a pay raise gets easier as you learn to plan and
started in the department,
prepare for the discussion. You build confidence that asking for a
sales volume was $ xx. Today,
raise is a task that you can do and increase the possibility that you
it is $ xx.
will achieve your maximum income potential.

© 2017 Acadsoc Limited TI: Ask S to read this part after class. If time allows, teach this part in class to expand S’s knowledge. 11
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