MIT researcher says lack of assertiveness could be holding you back at work, gives 3 tips

In a second experiment involving 975 university students, those who were given debate training exhibited stronger leadership qualities in group activities.

Employees who prioritised teamwork but avoided voicing strong opinions were less likely to be promoted, a recent study published in the Journal of Applied Psychology has revealed. The research highlighted that assertiveness plays a crucial role in career advancement, with employees who engaged in debate training significantly improving their chances of securing leadership roles.

The study followed 471 employees at a Fortune 100 company, with some participants randomly assigned to a nine-week debate training programme designed to enhance confidence and public speaking skills. Eighteen months later, those who had undergone the training were 12% more likely to have advanced into leadership positions compared to those in the control group.

Jackson Lu, one of the lead researchers and an associate professor of work and organisation studies at the Massachusetts Institute of Technology (MIT), told Business Insider that American workplaces tend to reward employees who express their opinions confidently.

"Being assertive conveys confidence, motivation, passion, and engagement," he explained.

In a second experiment involving 975 university students, those who were given debate training exhibited stronger leadership qualities in group activities. Lu noted that learning how to argue effectively offers several advantages, such as articulating opinions clearly, standing firm in the face of opposition, and pushing beyond psychological comfort zones—skills that prove invaluable in professional settings.

Whether negotiating a salary increase or pitching an ambitious project, employees who demonstrate assertiveness are more likely to be noticed and considered for promotions.

Lu specialises in research on the “bamboo ceiling,” a term used to describe the challenges faced by Asian Americans, particularly those of East Asian descent, in reaching leadership roles. He observed that East Asian cultures often emphasise humility and harmony over assertiveness, which can hinder career progression in workplaces that value directness.

Similarly, he pointed out that research indicates women tend to be less assertive than men, contributing to the challenges they face in breaking through the corporate “glass ceiling.”

"Someone might be unassertive for a variety of reasons—whether due to their ethnic background, cultural background, or gender. Whatever the reason, debate training can help," Lu said.

For those unable to attend formal debate training, Lu suggested alternative methods to improve assertiveness at work.

Refining Public Speaking Skills – Employees should focus on controlling pacing and intonation while reducing filler words such as “um” and “like.” Lu personally adopted a strategy where he paid a friend 50 cents for every filler word he used in conversation.

Advocating for Achievements – Hard work alone is not always enough; employees must ensure their contributions are recognised by managers and colleagues. Highlighting accomplishments can help raise professional visibility.

Actively Participating in Meetings – Regularly speaking up during discussions, even if just to share a viewpoint, signals enthusiasm and leadership potential. Lu recommended setting a goal to contribute more frequently in meetings.

Taking Initiative – Volunteering for tasks and putting oneself forward for opportunities demonstrates confidence and ambition, increasing the likelihood of career progression.

Lu emphasised that assertiveness, when expressed diplomatically, draws positive attention and helps employees stand out in competitive workplaces.