Want that raise you’ve been talking about? Well how you go about asking the boss for a raise may have something to do with whether or not you get it. New research from Richard Petty and others at Ohio State University suggests strongly that where and how you ask for a raise can make all the difference.

The old strategy of going into the boss’ office and pointing out your reasons for getting a raise tended to result in mixed success rates. The new research recommends that you change your strategy slightly.

First, make sure the boss is NOT on his/her mental turf. When a boss is feeling powerful, s/he tends to stay on course with what s/he already believes to be so. That is a bad time to ask for a raise – when the boss is full of him/herself.

Rather, make sure you ask when the boss is feeling less confident. Then follow up his (or her) decision by reminding them of their power as the boss. This will open the gate and close it behind you.

“Our research shows that power makes people more confident in their beliefs, but power is only one thing that affects confidence,” Petty said. “Try to bring up something that the boss doesn’t know, something that makes him less certain and that tempers his confidence.”

And once you do make your argument, assuming it is cogent, it is good to remind the boss that he is in charge.

“You want to sow all your arguments when the boss is not thinking of his power, and after you make a good case, then remind your boss of his power. Then he will be more confident in his own evaluation of what you say. As long as you make good arguments, he will be more likely to be persuaded,” Petty said.

Further, “Powerful people are more likely to act on what they are thinking – good or bad – without second guessing themselves,” Petty said.

Use the right strategy to get the right results.