Next-Level Negotiating (HBR Women at Work Series)

13

Don’t Ask for a Raise—Negotiate It

by Carol Hagh

Does the thought of asking for a raise or promotion make you nervous? Most people say it does. A recent survey of 3,000 employees in the U.K. revealed that 55% of people are unwilling to ask for a raise.1 Among the reasons were not knowing what to say (16%), being worried about appearing greedy (15%), or simply being afraid (12%). Whether your nerves stem from fear, low self-confidence, or a lack of knowledge surrounding your market value, asking for more from your employer is uncomfortable—even when the odds are in your favor.

As an executive coach, I’ve found that taking a step back and approaching these interactions strategically can help calm nerves and increase confidence. One approach ...