For nearly two decades, the negotiation skills of working women have frequently been blamed for the gender pay gap. New research by Vanderbilt Professor Jessica A. Kennedy finds the gender difference in tendency to negotiate has now reversed, and the widespread narrative that women don't ask is outdated. While other measures are necessary to completely close the gender pay gap, the study also discusses how people who believe and adhere to the notion that 'women don't ask' hinder progress.
The findings from this set of studies debunk the widespread belief that a critical explanation for the pay gap is gender differences in the tendency to negotiate. Kennedy conducted this research with Professor Laura Kray and Post-Doctoral Scholar Margaret Lee at UC Berkeley.With a nationally representative sample, the authors first established that people believe men negotiate their salaries more often than women do.
In one study, 990 participants who graduated from business school between 2015 and 2019 were asked a series of questions about their job search, the essential one being,"Did you negotiate your job offer?" A total of 54% of women reported negotiating offers compared to 44% of men, contradicting the idea that women don't ask.
The study revealed that 64% of women and 59% of men reported trying to negotiate for promotions or better compensation. Again, this contradicted the idea that women don't ask. In addition, the study found a slight difference whereby 4% of men and 7% of women reported unsuccessful attempts to negotiate raises. Generally, negotiating worked; more attempts to ask were associated with better compensation.
In this study with 5,108 people, the researchers found no evidence of a gender difference in negotiating propensity. Men and women were initiating salary negotiations at similar rates. Examining the trend over time, the gender difference in negotiating rates declined. While it may have once been true that women negotiated their salaries less often than men, the trend no longer holds and may have reversed, at least in some populations.
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