C5: Compensation and equity

Use when: Someone raises pay, fairness, or recognition.

When you say "fair pay," what comparison are you making (market, peers, past), and what data would be most helpful?
What aspects of your role have changed (scope, complexity, impact) that you believe should be reflected in compensation?
What about our pay-setting process is unclear, and what transparency would be most useful to you?
What matters most to you right now: base, bonus, equity, flexibility, development, title, or something else?
What next step can we agree on today (timeline, info gathering, review point), and how will we follow up?

CIPD 2025; CIPD 2024; Obloj and Zenger 2023; Fisher, Ury, and Patton 2011

The complete PDF covers 24 situations, 153 questions, and the four listening moves (reflect, summarize, validate, clarify). Download The Questions Leaders Ask field guide.

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