Negotiation Exercise: Securing a Promotion and Salary Increase
Scenario Overview: Mike, a dedicated and forward-thinking consultant at a business consultancy firm, is gearing up to negotiate a promotion and salary increase with his supervisor, Alex. After contributing significantly to client success stories and streamlining project workflows over three years, Mike feels ready to advance to a Senior Consultant role. He aims to secure this promotion and a 15% salary increase, justifying his request based on his achievements and the competitive market rates for the position.
Mike’s Profile:
- Background: Mike’s strategic planning and efficiency optimization expertise has made him a key asset in various high-stakes projects. His consulting approach, which combines innovative strategies with meticulous data analysis, has helped the firm exceed client expectations and secure repeat business.
- Personality: Mike is reflective and prefers to let his results speak for his capabilities. His analytical nature and attention to detail have made him the team’s go-to problem solver.
- Character Traits:
- Cautious: With a thorough understanding of the industry’s salary benchmarks and a comprehensive record of his successes, Mike has methodically prepared for the negotiation.
- Analytical: He plans to leverage his performance data and market salary research to construct a persuasive argument for his promotion and salary hike.
- Reserved: Mike favors a clear, straightforward negotiation style, avoiding flamboyance or unnecessary aggression.
- Methodical: He has systematically organized his negotiation points and is ready with strategic counterpoints for potential compromises.
Negotiation Goals:
Mike’s Goals:
- Secure the Senior Consultant position.
- Negotiate a 15% salary increase, in line with his analysis of market rates and his own contributions to the firm.
Point System for Mike:
- Achieving the Senior Consultant role: 0 points (non-negotiable)
- 15% salary increase: 5 points
- 12% salary increase: 4 points
- 10% salary increase: 3 points