The strategy for Kateri was to focus on fair -- you don't want to rip off the company, but you don't want to be taken advantage of either. I advised her to repeat the word "fair" in the meeting with her boss, as in, "I know it's been hard to fill the other job, so since I am working out so well, I'd like to be compensated fairly."
The "fair raise" pitch worked. Kateri received a 7 percent raise to $30,000 and a $500 bonus. Shortly thereafter, the boss hired a second assistant. So Kateri got the raise and got help.
The lesson to learn from all three women is that you have to ask for your due. You must believe in yourself and speak up for what you know you deserve.
When you go into the boss' office, there are three Rs to prepare for: Research what your job is worth in the market
Be ready to tell the boss the reasons you're worth the extra money
Rehearse your pitch so you'll appear confident and ready to respond to any opposition that is presented
And if after all this you don't get the raise, there's still hope. Don't pout since it'll annoy the boss and you'll never get more money. Instead, ask what you need to do to get that raise, and establish a mutually agreeable timeframe for achieving it.
For more information on how to get a raise, check out the May 2006 issue of Glamour, and to connect directly with Tory Johnson, visit womenforhire.com.