Grace Lordan is associate professor in behavioural science at the London School of Economics and founding director of The Inclusion Initiative
Many of the people reading this article are underpaid. In fact, this is more likely to be true if you are a professional as it is often harder to measure performance in knowledge work compared to manual workers on an assembly line.
Where performance is difficult to measure, pay can instead be determined by fake signals such as overconfidence, appearance and an ability to thrive at office politics. Rather than play to these, behavioural science can give useful insights into what may be holding you back from getting a pay rise, as well as how to ask for one effectively.
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