Finance

How can I ensure that I receive my maximum bonus?

The size of one’s bonus often hinges on two factors: how much your boss likes you, and whether he knows the extent of your contribution. If your boss likes you, he’ll be a lot more inclined to fight for you when it comes time to justify your bonus with his boss. His chances of success will also be higher if you’ve taken the time to delineate your accomplishments. So schedule a meeting with him and follow these steps to make sure everyone walks away happy.

Say what you want. People too often accept whatever is offered to them. Do the math prior to your meeting and then explain the figure that you think is fair and appropriate.
Justify your demands. Don’t let your actions speak for themselves. Your boss can’t justify your bonus if you don’t give him due cause.
Erase the $$ from your eyes. If your boss’s hands are tied by his budget, suggest other ways he can reward you: stock options, vacation days, access to the company box at Fenway. The more options he has for making you happy, the more likely it is that you’ll end up that way.

Deepak Malhotra, Ph.D., is an associate professor of business administration at the Harvard Business School and author (with Max Bazerman) of Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond

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