Q. You’ve just had a year-end performance evaluation and want to talk to your boss about a raise. How should you prepare?
A. For starters, know your worth in the marketplace. Consult the Occupational Outlook Handbook from the Labor Department or check salary survey Web sites like salaryexpert.com or payscale.com to find out the salary range for your job.
Next, write a list of your accomplishments since the last evaluation. Be specific, using numbers to show increased revenue, higher sales or new clients for the company, in order to make a business case for the raise you want.
Then put yourself in the boss’s shoes and consider how he or she likes to receive information — whether it’s in the form of data-heavy bullet points or a dramatic story — and present your case, said Robert Bontempo, an associate professor at Columbia Business School who teaches executive M.B.A. courses on negotiation and persuasion.
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