HR Brew: Women are more likely to negotiate than men, but are told ‘no’ more often
Originally found at HR Brew
In 2003, researchers Linda Babcock and Sara Laschever highlighted a troubling trend in their book, Women Don’t Ask: Negotiation and the Gender Divide. The book looked at research that found men were more likely to ask for higher pay than women with the same qualifications, and offered “positive strategies for change.”
More than 15 years later, women’s shortcomings when it comes to negotiation are still consistently highlighted as a reason they continue to earn less on average than men. New research (Academy of Management Discoveries), though, suggests this notion is not true: Women do try to negotiate, and today, they do so at a higher rate than men.
Laura Kray, a psychologist and coauthor of the paper, told HR Brew she hopes the findings spur HR departments to take a closer look at how they respond when workers seek to negotiate their salaries.
Continue reading the original article at HR Brew.
Read the original research in Academy of Management Discoveries.
Read the Academy of Management Insights summary.
Learn more about the AOM Scholar and explore their work:
- Laura Kray, University of California Berkeley
- Jessica Kennedy, Vanderbilt University