When you present your qualifications for a promotion or
for a raise, you will be _sure_ of succeeding if you are able to get
across to your employer's mind the true idea that your services in the
future may be _different and deserving of more reward_ than the services
for which you have previously been paid.
When an employee asks for more money because other men are being paid
higher wages in the same office, or because he has prospects of better
pay elsewhere, or even because of increased costs of living, he makes an
_unfavorable_ impression on the man from whom he requests a raise. His
purpose in presenting his claims is evidently selfish. He appears to be
looking out only for Number One, and the employer naturally looks out
for _his_ Number One when responding. By using methods that suggest a
wholly selfish purpose, the applicant decreases his chances of gaining
what he desires. Yet most employees ask for raises in just this way.
[Sidenote: The Quid Pro Quo]
Contrast the impression made when an employee approaches the boss with a
carefully planned demonstration of his _capability for increased
service_, as the basis of a proposal that he be promoted or given a
higher salary.
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