If your company is chopping heads, and contemplating pay cuts, now is obviously not a good time to be asking. Instead, use this period to make yourself indispensable.

The most successful negotiators I know have a positive attitude towards money. They think big and want to win. They're not afraid of money or to say they want it. Not afraid to use, spend, invest, share it; or to trade it off on behalf of common goals.

Losing negotiators, by contrast, tend to ask not only for less than they're worth, but for less than the other person is willing to give them.

You must learn to "get more" to negotiate a raise, earn what you're worth, make that sale, pay a fair price. And because emotions are such a tremendous factor in acquiring and disposing of money, you're also going to learn how to negotiate for money with different types of people.

Hari Kiri in the marketplace

Most of us harbour the suspicion that money might put something between us and those with whom we negotiate, that it might somehow distort feelings and relationships. It's this fear that keeps us from asking for what's owed us, be it in the form of a bill past due or a merit raise.

Make others value your presence

People used to think that if they worked hard and stuck to business, their efforts would be perceived and rewarded. However, Dr Adele Scheele's finding shows that the achievers are those who spend 50 percent of their time performing their work and the other 50 calling attention to it in assertive, non boastful ways. (Note: If not discreet, attention-seeking is irritating.) Dr Scheele is a Change Management Fellow at the University of California, Los Angeles (UCLA).

Self promotion means, as well, taking on extra responsibilities, getting active, joining organizations. Try coming up with creative ideas, inviting your colleagues to lunch, helping them with problems, etc.

Use memos or emails. They not only make you visible, they memorialize an idea as yours. Send them to all the appropriate people.

But before distributing your memo, be certain that the practice is consistent with the policies, as well as the realities, of your organization, Jungle Fighter or Big Daddy/Big Mamma, to whom control is imperative, or your memo might backfire. This is especially disastrous when you rush for, or steal credit.

How to ask for - and get a raise the word here is "timing". Are you "hot"? Have you just closed a deal, won a case, set a sales record? Go for it.

Timing also pertains to your organization's salary policy. Is your request in line with that policy?

1. Define the problem. You've landed three major accounts in the past year, but your salary's lower than others' whose work isn't as good. You're feeling unappreciated and ignored. You're overdue for a raise.
2. Decide what you want. Immediate or long term satisfaction? A big job down stream, or a big raise right now? What trade offs are you willing to make if you don't get your raise?
3. Design a strategy. Write your script to reflect an awareness of the company's current condition. Is business good? Also, find out beforehand what you're worth in management's eyes.\
4. Do it. Make an appointment. Read the mood of the person you're making your request to. If he says he's just too busy, tell him you'll write him a memo with an alternative salary suggestion. Be absolutely sure you know what that figure is, and have a 'wide band' in mind.

Know your boss's style

Jungle Fighters will try and distract with criticisms of your past deficiencies, real or imagined. Stick to your agenda.

Dictators use nothing but logic and fact. Does your homework well, speak clearly and argue specifically.

Silhouettes. Bring facts and data, make your presentation clear and crisp.

Big Daddies or Big Mamas expect loyalty and dependence. Say how much their advice and support have helped you progress in the past year. Always ask for more they'll cut down your request, simply to express control.

Soothers. Press gently but firmly until you get an answer, and apply pressure if no answer is forthcoming.

Jungle Fighters. To them money is a tool, getting and keeping it is part of the power process. They love the trappings that money buys.

Dictators control money as they control people, investigating meticulously before they invest or spend their money, making decisions without consulting others.

Silhouettes hoard money. They derive pleasure from making and not spending money.

Big Daddies and Big Mammas are generous to a fault, but look out for the strings ...loyalty and devotion. Having you in their debt gives they control.

Soothers. Money is a real problem for them. They're incapable of asking for it, and know they won't get it. Yet being helpless consumers, they have a great need for money.

Win win Negotiators enjoy earning money, for themselves and others. They enjoy spending it too, especially if the trade off is good.