Brian paid an actor to help him practise asking his boss for a pay rise.
The actor kept saying no.
After an hour, Brian finally made a strong case for paying good workers more.
The actor nodded and took out his bill.
Brian asked whether that meant the lesson had worked….
Brian’s boss could say no before a question was finished.
Brian could say sorry before he’d asked it.
So, when he saw an advert for help with difficult conversations, he booked an hour.
An actor named Neil met him in a small room above a theatre. There was a desk, a chair and a mug.
Neil asked what Brian’s boss was like.
Never listens. Thinks everything costs too much.
Neil put his feet on the desk.
Right. Start.
Brian sat down.
I wondered if we could perhaps talk about-
No.
I hadn’t said what it was.
Neil pointed at him.
You said he was good.
Brian tried again. He mentioned his long hours, the extra jobs he had taken on, and the fact that he hadn’t had a rise in three years.
Neil said the company had bills.
Brian said so did he.
Neil asked whether his landlord would accept a better job title.
Brian laughed, then stopped.
Actually, that’s quite like him.
They tried a third time.
Brian offered to stay late more often.
Neil stopped the scene.
You’re asking for more money. Why are you offering him more work for the old money?
Brian crossed a line out of his notes.
For the next half hour, Neil refused everything.
Too expensive.
Bad timing.
Let’s talk next year.
By the end, Brian had stopped looking at his notes.
You said I do good work, he told the actor.
Neil nodded.
And when good work saves you time, that’s worth something.
Yes.
You can’t expect someone to keep doing more while you keep paying the same.
Neil sat up.
That’s very good.
Brian smiled.
Would that work on my boss?
Neil put the bill face down on the desk.
Brian felt much better already. He sat straighter in his chair.
At the start of the hour, he had offered to work late for the same money. Now he could explain exactly why his work was worth more.
He put his notes away.
The actor held out the bill.
Brian reached for his wallet.
So the lesson worked, then?
Neil smiled.
Perfectly. Your lesson is now sixty pounds.
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