Here are the answers to the four questions we asked:
1. Linda demonstrates her value to the organization by focusing on her recent performance and successes.
2. Linda makes clear to Jochen exactly what she is looking for by making a specific suggestion and justifying it.
3. Linda makes it difficult for Jochen to say no by offering to take on more work and solve a problem for him.
4. Linda’s plan B is that she is open to non-monetary benefits as an alternative to a pay rise. Such benefits are often easier for a manager to approve.