Consider the following questions:

1. Influencing tactics. Your company is profitable and gives merit raises (between 0 to 7 percent). You met with your manager for your annual review and thought things went very well. Although the manager never stated a specific percentage pay increase, the way she talked, you were expecting a 6 percent pay raise starting next month. When you got your next paycheck, you realized that the raise was only 3 percent, so you contacted the payroll department. Payroll stated that your manager put in for a 3 percent pay raise. You know that some of your peers got 5 percent and they are not as productive as you. You believe you earned the 6 percent and have decided to talk to your manager to try to get it.

A. What are some of the things that you should consider in planning your talk with the manager?

B. Which influencing tactic(s) will you use to help persuade your manager to give you the 6 percent raise?

C. What behavior will you use (what will you do and say)?

D. Comment at the end of your paper about the anticipated outcome based on your plan.