In this Real Entrepreneur episode, host Mike Micalicz uses a scene from Mad Men featuring Harry Crane to illustrate common employee mindsets and effective negotiation tactics when asking for a raise. He explains the "comparative effect"—how workers compare their salary to peers—and warns about "emotional inflation" where overestimating worth can backfire. The host breaks down specific tactics demonstrated in the clip: pausing after stating a raise request to force the manager to respond, using a decoy (anchor) number higher than the desired raise, reading hidden cues such as gestures and concessions, and framing a business argument (e.g., proposing a new TV department) before the salary ask. He also highlights risks like being labeled greedy or losing a job if expectations are unrealistic. The episode concludes with actionable advice for viewers to prepare arguments, watch for non‑verbal signals, and confidently ask for a raise, while the host promotes his website and subscription.
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Hey, there you are watching the Real Entrepreneur. And today we're going to get real about asking for raises. You ever have an employee do that? Come to you? How they ask for a raise? The right way to do it, the wrong way to do it. Before we kick into this episode, which is Mad Men, I want to invite you to ring notification bell, push that subscribe button, and let's get into the show. Here we go. I love. Was this The Happy Thursday? Mr. Crane?
You've never opened one of these, have you?
Hey, todd?
Yes, Mr. Crane?
Nothing. Get the door, will you?
Oh, paycheck stuck. All right, so what he's doing is not legit. Let's just say it's outside policy. I want to tell you something before we go into this next scene. He opens the check and look, I want you to know what he's doing is representative of what so many people are doing, at least in their mind. Trying to guess what other people's salaries are, if they're being paid fairly and appropriately. It's the comparative effect. If I make more than someone else, then I feel good. If I make less than someone else, I'll ask why? And it's often, regardless of our contribution, if we see ourselves as similar people, as equal, to some degree, regardless of performance, we all have a high perception of ourselves. We will look at their compensation compared to ours and be disappointed, upset, if our conversation is less. And we may even use it as negotiation tools. That's always going on in our mind. This one's now going out in reality.
Do you have a number 10 envelope with a window pane?
No, why?
Can you make one?
No, why?
Can you fix this one? Make it so it can look unopened.
You need a fake passport, too.
I got Ken Cosgrove's paycheck by mistake. I opened it.
How did that happen?
A mistake?
Well, just throw it away. He'll ask for it by the end of the day and they'll cut him a new one. Don't throw it away here, though. People go through the trash.
Of course.
So were you upset about getting caught or were you upset about what you saw?
I don't know if this would mean much to you. It's 300 a week before taxes. We're married. I have a baby due in August. You know, Jennifer said she thinks that I should just go in and demand a raise.
You told your wife about this?
So here's. It's funny. So he revealed the number. Now he's trying to do is build a collaborative kind of argument with someone Else. But also he's talking with his wife and stuff. This starts a spiral. The people in his corner are going to say, my God, you're getting ripped off. I. I've seen people lose jobs because they over inflate what their worth is. Emotional inflation, I call it.
I know I do that. I keep doing it. I didn't know what to do.
There's nothing you can do. That's why you don't tell your wife. Wish you hadn't told me.
I think she's right.
But isn't media a meritocracy?
You think that. What's that supposed to mean? Anyway? I have plenty of merit.
Merit defined within reason. As in this place can't run without you.
Well, how the hell do I do that?
Then you're worth every penny they're paying you.
Thanks, Sal.
Mr. Whit. Officer.
You said you wanted to see me. Yes, I did.
You're Harry Crane, right?
Yes, I am.
Certain things have come to my attention.
Oh, no.
I heard about it third hand and I thought it sounded reckless, so I talked to Mr. Cooper.
Mr. Cooper knows about this?
I think someone told on you and it backfired. Mitch. Doesn't matter. Cooper thought it showed initiative. So you're in here now. I'm smiling. What do you want?
Uh, well, I guess for one thing, I think that we should have a television department. All the other agencies have them. And I think I should run it. You are now the head of the.
Television department, which is comprised solely of you.
Anything else? Well, actually, I think I deserve a raise.
All right, so obviously there's confusion here. It's about something he. He thought was about the money though, that you're looking at a check. But clearly it's about something else. He showed initiative in that meeting. So now let's see how plays out.
And I think you've already received a sizable reward. Let's not get greedy.
I'm not being greedy.
Are you arguing with me? How much do you make?
$200 a week, plus drinks. Give me a number.
I'm gonna stop right here. That if you're gonna ask for a raise, that actually is a good way. We'll see how this breaks down. But if you ask for a raise, say, I believe I deserve a raise. Have your argument ready, but put pause in there because then we'll see how people respond. If you start explaining, you don't afford time for the other party to come back. And they may simply say it's done too.
How about 310?
No one makes that around here.
Not Even close.
How about two and a quarter?
Say yes. Yes.
I'll throw a new business card. You drive a hell of a bargain.
Pause again. This is really a good time. I'm liking how the tactics are going out. The counterpoint is you're being greedy. You already got a reward. And now he's going back and saying, well, I don't think it's fair. And he, the boss here, makes a maneuver where he's offering a drink. He's making a concession through his gesture. So means he's listening. Even though his words may not say that he's fighting his words. Maybe he's fighting back, but his gesture saying he's open for listening. Watch for those hidden clues. Hidden clues and cues. I guess it's either one. Watch those hidden clues when you're in negotiations. What I love about that is he didn't go asking for a raise by saying, other people make this money. The way he went about it is not necessarily appropriate. But what he did that I like is he started demonstrating chutzpah, how he's negotiating, how he's talking, he's pushing forward. He made a strong, clear argument for what he wants. We should have a television. Television department, because everyone else does. So he made the argument if there was more explanation required, I hope he had the ammo ready to go. When he asked for the raise, he just said, I like the raise. And then he went to a negotiation. He also set a decoy price, saying 310. I think he wanted to be the other. The other conversation he saw. So he went a little bit above, but it set a stage and he was able to bump himself up. He got a 10% over a 10% raise just by asking. So interesting insights and maybe the opportunity for you too is just to ask. All right, my friends, I hope you learned something from this episode of Mad Men and this episode of the Real Entrepreneur. If you have any questions, go to mikemicalicz.com? please push notification button and the subscribe button so you don't miss a single episode and you get a heads up when the next episode comes out. All right, I'll see you next time. Bye.
