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Chapter 13. Review: Selecting Strategies... > Author’s Responses to the Case Studi...

Author’s Responses to the Case Studies

Your list of specific things to say or do for each case will probably be different from the examples offered below. But, these examples employ the same strategies that you used in preparing your answers, and they’re a good way to tell if you’re on the right track!

Case #1:

  1. Audience Type.

    Your boss sounds UNDECIDED: caught between giving you the raise you want and saving scarce funds. The problem is not an audience who is UNFRIENDLY, NEUTRAL, OR UNINFORMED—instead it’s a sympathetic audience who’s caught between two important responsibilities.

  2. Reasonable Expectation.

    Don’t give up on the raise—try to convince the boss. BUT look for ways “to take the sting out of it” for your boss: perhaps settling for a somewhat lower figure at this time than you’d originally planned? (Remember that once you get an audience to support you, it’s easier to get them to support you again later.) Or perhaps trading a straight raise for something less financially painful for the boss, like some extra vacation time?

  3. Tactics.

    Based on the guidelines presented in this chapter, some potentially effective tactics are:

    • Keep the conversation away from topics that don’t work in your favor, like the boss’ money problems and the other employees who didn’t get raises.

    • Stress the “fairness” issue—you’re overdue for a raise. Give the boss the chance to feel good about giving you the raise.

    • Stress particular, concrete successes you’ve had in the department, especially those the boss has seen or been a part of. Don’t count on the dry number ratings on your evaluation form—you’re a real person!



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