It’s rarely easy to ask for a pay rise, but the way and timing chosen can carry more weight than many realize. According to a study cited by the Spanish newspaper La Vanguardia and published in Portugal by CNN Portugal, there is a time of day that tends to be more favorable for discussing the topic with the employer. The explanation goes through biology and the way the body works throughout the morning.
The study, based on data from the UK Biobank, points to 11:00 as a particularly effective time for this type of conversation. The conclusion is not linked to labor conventions, but rather to the hormonal functioning of the human body, in a period when focus and energy are, on average, higher.
The role of cortisol in decisions
According to the same source, general and family doctor Ricardo Moutinho Guilherme explains that cortisol, often associated with stress, also has a beneficial effect. This hormone is released naturally after waking up and is related to higher levels of attention, energy and ability to concentrate.
According to the expert, in the morning the brain is more awake and available for demanding tasks, such as analyzing arguments or making decisions. This is why early or mid-morning tends to be a more favorable time for conversations that require deliberation.
This greater mental clarity applies to both the person making the request and the person receiving it. In a professional context, this availability can make the difference between an immediate response and an indefinite delay.
Because the afternoon works against you
Psychologist Carolina de Freitas Nunes, cited by the same source, shares this reading and adds another relevant factor. Asking for a raise in the morning gives the employer more time to think about the matter and, eventually, make a decision later that day.
As he explains, when the request is made late in the afternoon, the probability increases that the person responsible is already tired or influenced by other problems that occurred throughout the day. At this stage, the information may not be received with the same clarity, leading to the postponement of the response and, consequently, more anxiety for those waiting for a decision.
The expert emphasizes that, whenever possible, important decisions should be handled in the morning, when mental availability is greater.
The fear of asking is still present
Despite these findings, asking for a raise remains a sensitive topic for many workers. Carolina de Freitas Nunes explains that, especially in larger companies, there is still a relationship of fear regarding hierarchies.
According to the psychologist, many people are afraid of the consequences of the request. They fear being seen as someone who demands more without giving enough or who ignores the company’s financial reality. This fear means that many orders are never made.
Still, the expert considers that this pattern is changing, especially among younger generations, who are less resistant to negotiating conditions and putting salary issues on the table.
Preparation is more important than courage
According to CNN Portugal, the psychologist argues that the success of the request depends above all on preparation. Having clear arguments, based on results, responsibilities assumed and contributions to the company is essential.
A recommended approach is to start the conversation with a performance review. Ask if the work meets expectations and, from there, frame the request as recognition of the effort made.
The increase in the cost of living and day-to-day expenses can also serve as a basis for the request, as long as it is presented in a considered and contextualized way.
What to avoid in salary negotiations
There are, however, common mistakes that should be avoided. Carolina de Freitas Nunes warns of the risk of comparisons between colleagues. As he explains, individual agreements or the factors that led to previous increases are never fully known.
Comparing salaries can weaken the request and divert the focus from what really matters: the added value that each worker brings to the company.
The month also counts
In addition to the time of day, the annual calendar can influence the outcome. According to the Spanish publication cited by , a LinkedIn study indicates that the beginning of the year, in particular the month of January, tends to be more favorable for requests for a raise.
This is when many companies define budgets, plan expenses and evaluate results from the previous year. This context allows those responsible to better frame the request and consider salary adjustments based on future objectives.
If the answer is negative, the psychologist advises not to take “no” as definitive. Assessing whether there is room to reevaluate the situation later and return to the topic on the indicated date can be decisive in not letting the request fall into oblivion.
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