The Award-Winning Monthly Resource for Professionals

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OUTCOME FOCUS REPORT
Circulation 27,800
Vol 57 - May 2005
Publisher: Anne Warfield
mailto:ezine@imp.us.com
888-imp-9421 or 952-921-9421
http://www.impressionmanagement.com
© 2005 Impression Management Professionals
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IN THIS ISSUE
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1) What's In The News? 
2) Outcome Focus Situation/Solution
3) Anne's Aha
4) Resources To Learn More


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1.  What's In The News?
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Learn more about IMP's Monthly Presentation Skills Seminar at the IMP
Institute in Minneapolis, MN!

Upcoming Presentation Skills Seminar Dates in Minneapolis, MN:  

May 23-24, 2005
June 20-21, 2005

Upcoming Negotiation Skills Seminar Dates in Minneapolis, MN:

June 27-28, 2005

Follow this link for more information,

http://www.impressionmanagement.com/coaching.shtml

or, email me at mailto:ezine@imp.us.com


++++++++++++++++++++++++++++++++++++++++++++++

Create your own imp@atomic.sparklist.com; using List Builder:
http://www.listmedia.com/listbuilder/00623

++++++++++++++++++++++++++++++++++++++++++++++


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2.  Here's This Months Outcome Focus Situation/Solution  
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Use as a training tool: Present the situation below to the group and have
them brainstorm how they would best handle the situation. Then share the
Outcome Focus answer and see how it relates or differs from solutions the
group found.

How To Negotiate With A Boss You Know Personally

Dear Anne, 

We work in a small office where I have gotten to know my boss on a personal
as well as professional basis. We go to lunch together as well as get together
socially outside of the office with our families.
 
I would like to ask for a raise but am not sure as to how to go about it as each
time I bring it up she switches the subject to something on a personal level and
laughs it off. I know she has been asked to manage costs in her area. I do feel
(and have researched it) I am underpaid by about 15% in the marketplace. I don’t
need a 15% increase but I would like to get some increase as I am working a lot
of hours and spending a lot of time away from my family. I am also managing several
people and would like to be compensated at a more management level.
 
OUTCOME DESIRED: You feel overworked and underpaid and would like to see that balanced
out appropriately.
 
OTHER PERSON’S PERSPECTIVE: She knows you as a friend and may feel that finance talks
are awkward so she jokes over them or laughs them off. She wants you to feel a valuable
part of the company and a critical component in its success. If she has been asked to
manage the costs in her area, and you know that, she may feel that as a friend you are
putting her in a tight spot asking for a raise at an awkward time. She may not be sure
of how to "sell" it to her bosses.
 
USING OUTCOME THINKING: Most people make the major mistake of negotiating a raise from
the standpoint of "I deserve this and here is why..." then they proceed to list all of
their complaints about the company—I work too many hours and am away from my family, I do
more than Tom in the ____ department, I am underpaid in the marketplace (which tells the
company you believe they are cheap and have been trying to put one over on you).
 
All of these approaches make management immediately defend their point of view and start
to look at "are you really worth it?"
 
Move them away from that by tying your ENTIRE negotiation to the COMPANY and DEPARTMENT
goals and objectives. This shows you are a team player, you understand the boss’s
position, and that you are a solution.
 
Here is how I would recommend doing it in this situation:
 
First separate personal and professional by asking for a 15 minute meeting in a
conference room where you can discuss some opportunities and challenges you have given
yourself. Then, come prepared to tie all of your requests to those company goals and
objectives leaving out all personal complaints and frustrations so your boss knows this
is a professional discussion, not personal. Acknowledge her challenges and that you are
willing to help look at ways to overcome those as well.
 
Since you didn’t share with what industry and company you work in, I am going to build a
scenario based on the assumptions that you are at management level, you work in IT, and
your company is trying to grow and expand in the marketplace.
 
I am also making the assumption that you would give some on pay if you could reduce your
hours to make it more manageable with your family. If any of these assumptions are
incorrect, the following scenario would slightly change BUT it would STILL all have to
tie to the company and department goals.
 
"Susan, I asked for this meeting because I would like to brainstorm with you some
opportunities and challenges I have given myself. I have seen our company over time grow
and with that have come some growing pains. We have all had to take on more
responsibility with less time to do it. I also realize that this expansion and growth in
business is one our company is aggressively going after so the question is not how we can
adapt to it but rather what does it take to excel at it?
 
"So I have been looking at our area to see what we need to do to excel and assist the
company in its growth going forward. One of the handicaps I noticed is that too much is
falling on my plate that could be done by someone at more entry level and thus free my
time to really help the company expand our IT in critical ways that can assist the
growth.  
 
"I believe that if we add one additional person 20 hours per week, I would be able to
free time to write some critical programs that are currently lagging. I also could be
more involved with the project Tom is working on to streamline our database. That project
is currently running behind by 1 month and I would like to get it back on track so we can
flourish.
 
"I also looked at how my management expertise and skills is keeping pace with the
marketplace and I am pleased to share with you that the level I am producing is seen as a
______________ (give the title or description here) in the marketplace. That means I have
been a critical component to the company’s growth and I look forward to continuing that.
I also discovered that there is a disparity between my present salary and the position I
hold and wanted to chat with you about how we go about closing that gap.
 
"I am fully aware that the company has asked you to manage costs so I realize there may
be challenges with presenting this so I wanted to walk through those with you. I also
realize that the company wants key leaders that understand their vision and will always
look for ways to make that vision happen and I fit that category. So it really is a
question of how we go about this in order to make it all happen.
 
"What are some of your ideas on how we can implement both of these?"

SPECIAL NOTE:

Send Anne your situation to be included in an upcoming E-zine.
mailto:ezine@imp.us.com


************** Want To Perfect Your Skills? *************

Order Anne's Book, Outcome Thinking: Getting Results 
Without The Boxing Gloves for $24.95.

http://www.impressionmanagement.com/products.shtml


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3.  Anne's "Aha"
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An article for you from Anne!

Success Negotiating: How to Leave with More Than What You Wanted,
follow this link:
http://www.impressionmanagement.com/articles/art_0006.shtml


****************
Quotable Quotes:
****************

There are many ways to fail: not taking a chance seems to be the most successful.

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4.  I Want More Resources So I Can Perfect My Skills
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Products: Outcome Thinking Book $24.95
Outcome Thinking CD ROM $49.95
Communicating More Effectively Book $14.95
(Body Language)
Body Language Video $99.95
Success Negotiating Audio Tape $14.95
GOALS Set $39.95

I WANT IT ALL: COMPLETE PACKAGE, Regularly $245. Special price for
Subscribers, $197.95, includes two free gifts.

Order Online: http://www.impressionmanagement.com/products.shtml


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FREE ARTICLES AND BACK ISSUES
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We have many articles available for your publication, company
newsletter,etc. Articles can be viewed at
http://www.impressionmanagement.com/articles/index.shtml


All you have to do is print the article in its entirety along with the
byline at the top and the credits, and complete contact information at the
end of each article.  I would appreciate a tear sheet or electronic copy
too.

Back Issues of the Outcome Focus E-zine can be viewed at
http://www.impressionmanagement.com/ezine/index.shtml


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About Anne and IMP
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Anne Warfield, CSP*
President
Impression Management Professionals
15768 Venture Lane
Minneapolis, MN 55344
952-921-9421
888-imp-9421
952-921-9420 Fax
Email: mailto:ezine@imp.us.com
Visit us at: http://www.impressionmanagement.com

"A true leader is not one you look up to because they are the best. A true
leader is one that draws the best out in you." Anne Warfield

*CSP- Certified Speaking Professional; a designation held by only 7% of
all speakers nationwide

Member of the National Speakers Association


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