Question: I am underpaid in my current position, yet every time I try to discuss this with my boss he gets angry and says that I made a deal when I came to work here. I have looked at salary surveys and I am underpaid by $12,000 to $20,000. After devoting eight years to this job, I don't want to leave -- but I feel I should get the salary I deserve. How should I approach him with these concerns?

-- Mike, Stevensville, Ill.

Mike: Times change. Whatever "deal" you made when you signed on eight years ago couldn't have covered or even anticipated every contingency. Before you approach your boss again on this matter, make sure your ducks are in order.

• Build a solid business case for yourself. Focus on the value (in dollars, if possible) of the contributions you have made in your position. It is imperative that you speak specifically about your impact on the organization. In addition, emphasize your proven commitment, enthusiasm and potential future contributions.

• Analyze your manager's style, and work with him in a way that is most likely to be conducive to a productive review of your request. This will help to keep his ego in check and the conversation calm. For example, if he is someone who needs time to read over requests first, present the information in a written document and then set up a meeting to discuss. Be sure to use active listening skills to hear his concerns, paraphrasing back and inquiring for clarification so that he knows he is being understood. Find out how he would suggest you close the gap.

• Know your bottom line. Consider creative options, phased increases and other benefits to improve the situation. Identify the point at which you are willing to walk. Before you decide to walk (in fact, before you have the conversation), know what your back-up career plan is so you can approach the negotiation with confidence and not back yourself into a corner.