Let’s talk about something that makes a lot of people uncomfortable: salary conversations.
As we head toward the end of the year, many of us are preparing for performance reviews and check-ins with our managers. It’s the time when you reflect on your growth, your goals — and yes, your pay.
I know this topic can feel awkward. Maybe you don’t want to seem demanding. Maybe you’ve convinced yourself to “wait and see.” But here’s the truth: not negotiating your salary literally costs you money.
Research shows one of the biggest reasons women still earn less than men is that many don’t negotiate. Too often, we shy away from these conversations because talking about money feels uncomfortable or even impolite. But it’s not rude. It’s not greedy. It’s responsible.
Whether you’re applying for a new job or realizing you’re underpaid where you are, it’s time to use your voice and ask for what you deserve.
Why Negotiation Matters
Negotiation isn’t just about the paycheck. It’s about:
Self-worth: Owning the value you bring.
Confidence: Showing you understand your impact.
Future growth: Because today’s number affects every raise and promotion that follows.
And if you’re a freelancer or entrepreneur, this still applies. When you quote a client, start higher. It gives you room to negotiate confidently without underselling your work.
How to Prepare for the Salary Conversation
This part can feel intimidating, but preparation turns nerves into confidence.
1. Do Your Research
Information is essential. Check market averages for your role and experience using sites like Glassdoor or LinkedIn Salary. Ask trusted peers what’s fair in your industry. Factor in your unique skills and education.
Tip: Write it all down. Numbers give you clarity, and confidence comes from facts, not feelings.
2. Show Your Impact With Data
Your results are your strongest argument. Think in measurable outcomes:
How much money or time have you saved?
What improvements or innovations have you led?
How has your work improved customer or team satisfaction?
Example:
“Since I took over client onboarding, satisfaction scores rose from 6 to 8, and our team’s admin time dropped by 20%.”
That’s the kind of evidence that speaks for you.
3. Leverage Your Tenure and Experience
If you’ve been with the company for a while, highlight your consistency and growth. Mention big wins, transitions you supported, and how your role has evolved since your last review.
4. Know the Company Framework
If there’s a salary table or collective agreement (CAO), review it. Make sure your experience matches the right band, and if you’re exceeding expectations, explain why you belong at the higher end.
Keep it grounded. Asking for something way beyond what’s realistic can undermine your credibility and your confidence.
5. If the Answer Is “Not Now,” Negotiate the Timeline
Sometimes your manager might agree you deserve a raise but can’t make it happen right away. That’s okay, but don’t let the conversation end there.
Ask:
“When can we revisit this?”
“What goals should I meet to qualify for the raise?”
Then agree on a timeline. Follow up. Keep it professional and proactive.
What If You’re Still Nervous?
You’re not the only one. Many professionals, especially women and early-career talents, feel uneasy talking about money. Practice your script. Role-play with a friend or mentor. Remember, you’re not asking for a favor, you’re asking for fair recognition. And if you’re freelancing, please stop underpricing yourself just to “get the client.” The right clients respect fair rates. Your confidence often sets the tone for theirs.
Final Takeaway
If you remember one thing, make it this:
Don’t shy away from talking about your worth.
Whether you’re an employee, freelancer, or entrepreneur, speak up. If your pay doesn’t reflect your value, start the conversation.
Because when you confidently advocate for yourself, you’re not just asking for more money. You’re setting the standard for how others value your work, your time, and your talent.