When is the perfect time to negotiate?
Do you think that timing does not matter when negotiating your salary? Well, think again, because it does.
⏰ When is the perfect time to discuss that salary increase with your manager?
Early morning?
Early afternoon?
Late afternoon?
Oh wait.
I can see it.
You think timing doesn't matter?
Well, after reading this, you might want to reconsider it.
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🔬The study
Ok, back to the salary negotiation and timing connection.
There is a famous study that links hunger and decision-making, whose result was later called the "hungry judge effect".
🍔 It was found that the likelihood of a judge granting parole (i.e. allowing someone to leave prison before they've served their full sentence) was significantly influenced by the time since their last meal.
Judges were 65% likely to grant parole at the start of sessions.
By the end of a session (pre-meal), approvals dropped to near zero.
Post-break? Back to 65%.
At the start of the day, judges showed a higher tendency to grant parole.
However, the likelihood of granting parole steadily declined as the hours passed and hunger set in.
The trend reversed after they had their snacks or lunch, with the chances of parole immediately rising post-meal.
🤔 The reason?
Mental fatigue.
Previous studies have shown that when people take many decisions, they get tired and seek simpler solutions to maintain the status quo (i.e. decision fatigue).
As the hours go by, judges may find it easier to deny requests and decide to opt for the easier, default decision, which often is the more conservative or punitive choice.
When energy dips, people default to the easiest choice, often a "no" or status quo.
For judges? Denying parole is simpler than evaluating complex cases.
For your manager? Saying "let’s revisit this later" or “no” is easier than engaging with your request.
💰 Salary Negotiation and Beyond
Did you understand where I am going with this?
If you ask for a raise while your manager is hungry, you’re battling biology. Their brain is prioritizing food, not your career growth.
Science says that post-lunch is better.
So when asking for a salary increase aim for a meeting between 1:30–3:00 PM1.
Blood sugar is stable, and focus is renewed.
Remember that you’re not manipulating, you’re only optimizing for clarity.
A well-timed ask shows respect for their bandwidth and your value.
Besides, I’ve seen this working beyond salary negotiations. In fact, this applies to any high-stakes ask:
Budget approvals
New initiatives
Team events
📌 Final Takeaway
Timing is never just a detail.
It’s a strategic advantage. Whether you’re negotiating a salary increase, pitching a new idea, or seeking approval for a budget, when you ask can be just as important as how you ask (also, these are the words to be more persuasive).
By aligning your request with moments of mental clarity and renewed energy, like after lunch or a break, you’re not manipulating the outcome or your manager, you are simply maximizing your chances for a fair and thoughtful response.
Try it and let me know.
Here’s what you might have missed recently on ‘Getting Better’:
See you all next Sunday 🗓️
Thanks,
Giacomo
I’ve also seen it work effectively during lunch.
Considering this kind of timing is really interesting. Never thought about this.
Kahneman studies confirm this.
Cool one, well done Giacomo