What is this "hardball" of which they speak?

October 19, 2005 5:02 PM

It's promotion & raise time. Do I play hardball? And if so, how?

I've been in the same job for two years. I've been told by nearly everyone that I've worked above my title from the first month on. I work in a "human capital" industry (creative position in marketing). I'm finally getting "recommended" for a small promotion.

Two members of my five member team have just given notice. We've got three open positions in the department.

The two (leaving) team members, along with other people in the company have told me I'm "in the money position" and now was the time to "play hard ball".

The problem? I'm not a hardball player. I don't talk in buzzwords like "equity adjustment". I'm the nice, loveable doormat who has had two raises in my life -- both of which were just given, rather than asked for. Also, my company is owned by a large megaglomerate who controls raises with an iron fist.

I like my job. I'm really good at my job. I'd like to move up and I don't think there's anything I lack that the senior position requires. And I don't have the financial freedom to be able to walk if the money isn't right.

So, how exactly does one "play hardball"? Do I have to get a job offer from the competition to do it (apparently, a fairly easy task right now)?

posted by Gucky to Work & Money (13 answers total)

Hardball involves walking if the money isn't right.

People make decisions based on the (perceived) consequences. If you won't walk if the money isn't right, then there's nothing compelling them to give you more money. I'm not saying that you should walk -- just pointing out the cause and effect. The strongest negotiating position to not need the other party at all. If you need them, then ultimately you can't "force" them to do anything that they're determined not to do.

Make a strong case for why you deserve more money. You might talk about what a person with your skills would get paid elsewhere, etc. But don't make any threats you can't follow up on. They'll call your bluff.

Under what circumstances are your colleagues leaving? (e.g. as a result of playing hardball?)
posted by winston at 5:48 PM on October 19, 2005

Hit submit too soon. Re: "Do I have to get a job offer from the competition to do it" This is a dangerous game. Again, don't threaten something you're not willing to follow up on. Unless you'd really like to work for the competition, skip it. Also, this can destroy your relationship with your employer. How unique are you really? I think that most likely result of this tactic is they'll beat the competitor's offer because they're stuck right now and can you as soon as they're not so short-handed anymore.
posted by winston at 5:54 PM on October 19, 2005

There's no such thing as playing hardball - it's a BS pop speech term used by those who don't know what they're talking about. So - that removes your problem of not being a hardball player.

To get a raise, you have to bear in mind that every employee in the whole wide world wants one, so it does take a degree of skill. Basically, you must have something of significant value - a skill, a client - that the company cannot do without. You then have to present your case spreadsheet style - with me, you will take in x amount of revenue/ without me, you will lose x amount of revenue. Finally, you have to back this up with an offer from the competition to prove that you are willing to take your signficant value elsewhere.

It's quite simple - the only "hard" part is then not submitting to the inevitable emotional persuasion your manager will use on you. See, when you go for your raise, your manager will negotiate in emotional and financial currency, and you have to identify these different types of currency (eg emotional = you're of such great value to the team, you do enjoy working here don't you?, you've got a great future etc), acknowledge the emotional currency, but then affirm that *your* negotiation currency is only financial.

Significant value + competition offer - emotional currency negotiation = raise.
posted by forallmankind at 5:55 PM on October 19, 2005

My cynical view is that even forallmankind's approach is based on a kind of ideal. In the real world, even those who are exemplary and irreplaceable sometimes lose out.

Case in point:
I worked at a 120-employee high-tech company. Everyone had access to a computer - a PC, a Mac, or the VAX mainframe. One guy I will call Mark (hi Mark!) kept all the computers working. Mark fixed problems immediately and everyone was happy. Then at his review, Mark asked for more of a raise than the manager would give. Mark quit. They hired a replacement I will call Dick. Six months later, Dick was manager of a small IT empire: four full-time workers and two part-timers. No problems could be fixed in less than a week, and the IT people and their manager Dick were heard disrespecting all the Mac users. I am sure that Mark was better off at his new job, and I'm equally sure that the old company would have been better off giving him twice what he asked for.

Moral: Even invaluable employees should be prepared to go somewhere that appreciates them more.
posted by Kirth Gerson at 6:28 PM on October 19, 2005

You wrote "I don't think there's anything I lack that the senior position requires." Rethink how you phrase things when you meet for your evaluation. (If one isn't lined up, ask for one.) Such wording is kind of negative and weak. Be confident and use examples. "I've increased productivity and reduced cost by doing X. With my expertise in X, you'll find that I'm more than capable of handling X position." Also, emphasize what you'll do with the extra power. "I have some ideas to XXX if I become the senior X." Be very confident, clear, and go for it. And have no qualms about asking for a raise. If they turn you down, then start the job hunt WHILE you are still employed. Good luck!
posted by smartypanties at 7:32 PM on October 19, 2005

It sounds like you would be better off starting out with softball. Ask for more money, assert that your performance merits more money, say that making more money is an important to you, and be clear that progress in your compensation will play a direct role on your future assessment of the fit of the job for you. But if you like your job and wish to stay with it, be honest about that. It is actually in your favor - they are less likely to give you a raise if you seem like you might jump anyway in a year or two.

Don't make a threat unless you are prepared to carry it out. Don't cultivate a job offer only as a bargaining chip. By all means get out there and find out what is available if you like - but if you are going to put forth a competitive offer as a bargaining chip you should be ready to take that job if they refuse your demands. If you play hardball and let them win, not only have you shown your hand (that you will not stand up for yourself when it comes to the crunch), you have also put them on alert that you are a bad risk for leaving. Obviously they did not work all that hard to retain your 3 coworkers.

But do ask, and ask again, and argue for your right to, more money. If they say they can't now ask when it will be taken under consideration again. Make it clear that it is something you are paying attention to and care about. It sounds like this is a skill you really need to cultivate. Employers love employees who don't ask for raises. You will always get the bottom of the barrel in adjustments because you accept it. The undeniable truth is people who ask for raises get more raises. I used to be in your shoes, and I forced myself to be more forthright about asking for money, and it worked - I got more and better raises when I became more vocal about it.
posted by nanojath at 7:56 PM on October 19, 2005

Do I have to get a job offer from the competition to do it?

Although this recent question is about using a fake job offer as a negotiating tactic, much of the thread is relevant to your question. (Summary: even with a real job offer, you're showing significant disloyalty, and your company may well decide to dump you when it's convenient to them, later.)
posted by WestCoaster at 9:33 PM on October 19, 2005

Thanks everyone for the advice.

A few things:
Under what circumstances are your colleagues leaving? (e.g. as a result of playing hardball?)

Two of my collegues are leaving to write novels (one already has her book optioned, the other just wants to leave the US).

I'm sure they could negotiate for more money for staying and both have been given offers to freelance for mucho dinero.

I know one of them makes about twice what I do and I suspect the other makes a good deal more than me, simply because she is a good negotiator.

How unique are you really?
This is hard. Part of me wants to say, "Not at all. My job is easy." And the other part realizes that they took 6 months to hire someone the last time they hired (and they fired her because she wasn't any good at it). They created my job title in order to hire me because I was such a good fit.

There are very few companies in the world that do what we do, and we have a reputation for being one of the best.

Also, emphasize what you'll do with the extra power.
Unfortunately, I've already set out my (ambitious) company initiatives and have been working on them. I've been working with the freedom and power of the senior position for over a year now, it's just the job title and cash to match that's the issue at this point.
posted by Gucky at 9:24 AM on October 20, 2005

Promotions and raises do not happen only within that room when the door closes. They happen after you do legwork to determine what you're doing in and above your job description, what the appropriate market rate is for what you're doing, what extra value you're bringing to the table, etc. They also happen based on conversations and suggestions you start sowing long in advance - if you walk into that meeting and what you want surprises them, you have much less chance of getting it.

I agree with forallmankind - "hardball" is a bullshit term and I think it suggests a bad maneuver - "gimmie what I want or I walk." I personally have a strategy for dealing with ultimatums in my person life and it's called "then NO." Even if you get what you want that way in business it's not healthy for your career long-term. I think 'company loyalty' is also a bullshit term but I don't deny the perception of it is important.

In short: If you should be paid better and have a different title, it's up to you to make that case. Be prepared to do so.
posted by phearlez at 9:31 AM on October 20, 2005

What special skils do you have? What special skills do only you have? Employees with difficult-to-obtain skills can name their price. Other employees can't. Can some recent college grad learn your job relatively quickly? Be honest!

Bottom line: If you can hold 'em hostage, you can afford to "play hardball." If not, you can't.
posted by GarageWine at 10:23 AM on October 20, 2005

Carolyn Kepcher's book, Carolyn 101, has a good section on raises. Basically, determine that figure which both you and your boss can accomodate. Don't give your boss a problem, give him/her a solution.

You should know your work environment well enough to calculate what you are worth. If you don't that, then perhaps you don't really deserve a raise either.
posted by mischief at 11:07 AM on October 20, 2005

I like my job. I'm really good at my job. I'd like to move up and I don't think there's anything I lack that the senior position requires.

I'd say this. I'd also forget about trying to play hardball. I'm not sure hardball ever really works, and if it's not your style then you probably can't fake it. Also, it's been my experience that people who have adversarial relationships with their employers are jerks and difficult to work with, so you probably don't want to be that guy. It may have a short term payoff, but be ultimately a bad move.
posted by MarkAnd at 11:23 AM on October 20, 2005

I'd like to add an example to my earlier comment. A coworker of mine got two promotions in an unbelievably short period of time. He very simply went to the bossman and said that it was embarrassing to introduce himself as an assistant editor to writers whose precious work he was editing. The chief saw how this could be embarrassing and reflect poorly on the professionalism of the company. He gave him a promotion, effective immediately. Could some element of this work for your argument?
posted by smartypanties at 10:10 AM on October 25, 2005