|Fulfillment@Work: A CALL TO ACTION/HOW TO NEGOTIATE A RAISE
March 1, 1999
Welcome to the Fulfillment@Work Newsletter
Published by Joel Garfinkle, Dream Job Coaching
1. A Call to Action
2. Quotes of the Week
3. Work Top 10: How to Negotiate a Raise
4. Did You Know?
A Call to Action
Recently, I was silently lying in bed and going to sleep, when I heard a subtle reminder for me to go and visit a 91 year old friend I hold close and dear. Instead of taking action first thing the next day to honor this quiet whisper, I added her name to my to-do list with the intention to go and visit her later in the month.
Moments, hours, days and weeks went by as I continued my busy work and personal life, without taking any steps to contact or to visit my dear friend. The subliminal message that had seemed so important that night seemed to lose its urgency as I got involved in the rigors of my daily work.
Unfortunately, a few days after I thought about visiting her, she passed away, and I lost the opportunity forever. This has become a powerful lesson for me - to honor the quiet whisper that speaks so loudly. Now, I honor it every time I hear it by taking action.
Don't wait as I did! We often hear that we should trust our instinct, but it is difficult to distinguish between a call to action and a random thought. If you find yourself thinking about someone you care about, this is usually a call to action.
The reason is that you are here in this world to touch others. Don't lose your vision of what you are here to contribute. This is a call to give your gift. Don't allow the distractions of life to hinder you from giving your greatest gift by touching others. We get these messages on a regular basis and we need to take time to act on them. Whom should you contact today in order to honor your instinct and give your gift?
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~ Joel Garfinkle
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Quotes of the Week
Around the corner I have a friend,
In this great city that has no end;
Yet days go by, and weeks rush on,
And before I know it a year is gone,
And I never see my old friend's face,
For Life is a swift and terrible race.
He knows I like him just as well
As in the days when I rang his bell
And he rang mine.
We were younger then,
And now we are busy, tired men:
Tired with playing a foolish game,
Tired with trying to make a name.
Tomorrow, I say, I will call on Jim,
Just to show that I'm thinking of him.
But tomorrow comes - and tomorrow goes,
And the distance between us grows and grows
Around the corner! - yet miles away
Here's a telegram, sir.
JIM DIED TODAY.
And that's what we get, and deserve in the end:
Around the corner, a vanished friend.
(Charles Hanson Towne)
Too many people are thinking of security instead of opportunity. They seem more afraid of life than death.
~ James F. Byrnes
Work Top Ten
How to Negotiate for a Raise?
Spend six months preparing facts and records for your negotiation interview. Be adequately prepared for this interview with well-documented statements about your work and the results you have produced. Keeping a daily journey just for all your facts and records can prove an invaluable aid in getting the raise you want.
Highlight your major contributions to the organization. In particular, document and focus on results that might have been overlooked during your formal review by your employer. Examples of the foregoing might include performing above and beyond the employer's expectations, contributing creative and innovate ideas, money-saving ideas, and other solutions to problems.
Be aware of what your peers and supervisors say about you. Make detailed notes about what supervisors and peers say about working with you, your achievements, what you mean to the team or the organization. Often these laudatory comments are made orally, and never find their way into your formal review or to upper management. This list of informal commendations can become the key points which prove your worth to the organization.
Documented facts overcome any objection to a raise. An employer can't deny the hard facts, which prove you deserve what you are asking for. Be prepared for the type of objections employers bring to the negotiation. The employer might come forward with, NO we can't afford to give you a raise right now or the average raise is 3% and this is the most we can give.
You need to respond with all of your documented facts by stating something like the following, I understand this is all you can give, but I have done this and this and this (keep stating what you've done in response to every - no - and the boss will soon realize that the company must give you a raise because you've done so much for the organization).
Another good response when the boss mentions that the average raise is fixed is: I'm not an average employee, what I've accomplished is above average and should be looked at and rewarded from this perspective. Know what the average is for your industry, your division, your position. Find out what the average increases in salary are and what the averages are in comparison with your company.
Allow the employer to go through its formal performance review process before presenting your agenda. Management will have a much greater chance of hearing you when you've listened and affirmed their process.
When your ready to present your case, be well-organized. Present your case in an intelligent and thoughtful way that shows your preparation and seriousness of your case. You might say the following in order to transition into your agenda: I have some valuable facts which should be considered as you go through your recommendations and decisions regarding my future within the organization.
Ask for at least 10% more than what you truly feel you deserve. This will give you more breathing room to get exactly what you want. Even though it's hard to sell yourself, it's important to say what you deserve with confidence and conviction. Remember that the hard facts you've collected don't lie and speak the truth. Let these numbers and facts speak the truth for you and bring confidence to your review.
By the way, if you think about all your overtime, innovative ideas and solutions to problems, you deserve more than they could ever pay you. Role-play your review. By going over your review and the type of questions you will probably receive before the actual formal review process you will be prepared and ready for all types of questions. Visualize the performance review in your mind. Go over the review with the employer asking you questions and you responding in exactly the way you want to. See yourself in top form with all your preparation paying off.In the end, see the employer offering you exactly what you wanted and you agreeing with the amount given to you.
After the boss gives you your answer, follow up, follow up, follow up. Many people have been told they would get what they asked for and then it either takes many months to become a reality or the company doesn't do what it agreed. Right then, in the meeting when you are in top form and readily prepared is the best time to get their commitment in writing. Also, that week after the review is the best time to stay on top of management and follow up with what was agreed, until the company gives it to you.
Did You Know?
One night, at 11:30 PM, an older African American woman was standing on the side of an Alabama highway trying to endure a lashing rainstorm. Her car had broken down and she desperately needed a ride. Soaking wet, she decided to flag down the next car.
A young white man stopped to help her - generally unheard of in those conflict-filled 1960s.The man took her to safety, helped her get assistance and put her into a taxicab. She seemed to be in a big hurry! She wrote down his address, thanked him and drove away.
Seven days went by and a knock came on the man's door. To his surprise, a giant console color TV was delivered to his home. A special note was attached. It read:
Thank you so much for assisting me on the highway the other night. The rain drenched not only my clothes but also my spirits. Then you came along. Because of you, I was able to make it to my dying husband's bedside just before he passed away. God bless you for helping me and unselfishly serving others.
Sincerely, Mrs. Nat King Cole
Coaching Tip: This story shows how we can help others and unselfishly serve. Even the smallest things can be helpful. For example, when you are walking in the streets of your major city (e.g. San Francisco) and you see a homeless person, look them in the eye with loving kindness and say hello. Most people don't ever look them in the eye - makingthe homeless feel alone and not special. Next time you see someone who you can help, go out of your way and help him/her.
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