Once Upon a Time, You Didn’t Get the Raise…

Because facts don’t win—stories do. Here’s how to tell yours right.

Once upon a time, you walked into a salary negotiation, armed with facts. You had the numbers, the performance reviews, the industry benchmarks. You laid them out, clear as day.

Every day, you worked hard, delivered results, and assumed your work would speak for itself.

But one day, you realized that facts don’t win. Stories do.

Because of that, you started paying attention—not just to what you were saying, but how you were saying it.

Because of that, you noticed that the most persuasive people weren’t the smartest in the room—they were the ones who structured their ideas like a journey.

Because of that, you started looking for a framework. A way to make people lean in.

Until finally, you learned about the Pixar Story Spine.

And ever since then, you’ve understood: if you don’t control the story, someone else will.

How the Best Stories Work

My friend Simon Otto, former Head of Character Animation at DreamWorks & now the director of That Christmas, told me about the Pixar Story Spine years ago. It’s the backbone of the greatest films of all time. But here’s the thing—it’s also the key to every great email, every winning pitch, every viral campaign, every closed deal.

Here’s how it works:

1. Once upon a time… (Set the stage. What’s the normal world?)

2. Every day… (Show the pattern. What’s the problem?)

3. One day… (The turning point. What changes everything?)

4. Because of that… (The stakes rise. The tension builds.)

5. Because of that… (Escalation. The struggle grows.)

6. Because of that… (We push to the brink. No way back.)

7. Until finally… (The breakthrough. The transformation.)

8. And ever since then… (The new normal. The takeaway.)

Sounds simple, right? But this is how humans think. It’s how we understand the world. It’s why stories persuade when data alone doesn’t.

Now, let’s use the framework again—on the salary topic

How to Use the Pixar Story Spine to Get a Raise

Use this narrative in your next salary negotiation—or get ignored again.

1. [Once upon a time] – You joined the company, excited to contribute and grow.
2. [Every day] – You worked hard, delivered results, and took on more responsibility.
3. [One day] – You led a project, solved a major problem, or delivered a big win.
4. [Because of that] – The company benefited—higher revenue, better efficiency, stronger team.
5. [Because of that] – Your role evolved, and your contributions became even more critical.
6. [Because of that] – You’re now delivering way beyond what you were hired for.
7. [Until finally] – It’s time for your compensation to reflect your impact.
8. [And ever since then] – With the raise, you’re motivated to grow even further, driving even bigger results.

Most people fail at negotiations because they pitch numbers, not narratives.
But if you make your raise feel inevitable—a natural, logical next step—you win.

So next time you walk into that meeting, don’t just ask.

Tell the story that makes saying YES the only option.

---