{"id":9963,"date":"2023-12-26T08:16:34","date_gmt":"2023-12-26T12:16:34","guid":{"rendered":"https:\/\/kerryhannon.com\/?p=9963"},"modified":"2023-12-26T08:16:34","modified_gmt":"2023-12-26T12:16:34","slug":"women-do-negotiate-for-more-money-but-get-shut-down-more-often-study-shows","status":"publish","type":"post","link":"https:\/\/kerryhannon.com\/?p=9963","title":{"rendered":"Women do negotiate for more money \u2014 but get shut down more often, study shows"},"content":{"rendered":"
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Tingting Zhou, a human resources consultant based in New York City, admits that she didn’t negotiate for pay when she was offered her first job.<\/span><\/div>\n<\/div>\n
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“It all happened quite swiftly, and I found myself at a loss for words in the moment, ultimately accepting the offer as presented,” the 33-year-old told Yahoo Finance.<\/p>\n

Her reticence cost her around $5,000 in annual salary, she said, limiting how much she could set aside in a retirement plan and setting a lower bar for future annual raises. Zhou has never made that mistake again.<\/p>\n

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“While not every negotiation resulted in a higher offer, I consistently pushed myself out of my comfort zone to engage in the salary negotiation process. Even though I’ve negotiated multiple times, I still experience a sense of nervousness each time, which I view as an opportunity to practice and improve.”<\/p>\n

Contrary to popular belief, professional women like Zhou are negotiating their salaries, and they are doing so more often than men, according to a recent\u00a0analysis<\/a>\u00a0published by the Academy of Management. But they get turned down more often too.<\/p>\n

Read on Yahoo Finance<\/a><\/strong><\/p>\n

The study upends commonly held beliefs that women are paid less than men because they indirectly choose to be by being less competitive and assertive. The study’s researchers say that understanding what\u2019s really at play when it comes to pay disparity is important to closing that gap.<\/p>\n

“While men in the past may have been more likely than women to negotiate, the gender difference has since reversed,” University of California Berkeley Haas professor Laura Kray, one of the researchers, told Yahoo Finance. “Continuing to put the blame on women for not negotiating away the gender pay gap does double damage, perpetuating gender stereotypes and weakening efforts to fight them.”<\/p>\n

Kray was joined by Vanderbilt University associate professor Jessica Kennedy, and the University of California Berkeley postdoctoral student Margaret Lees on the study.<\/p>\n

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Laura Kray, leading expert on gender in the workplace (photo courtesy of Haas School of Business University of California)<\/figcaption><\/figure>\n

‘Root causes of the gender pay gap’<\/strong><\/h2>\n

When Kray and her co-authors analyzed a survey of students graduating from a top MBA program between 2015 to 2019, they found that significantly more women than men reported negotiating their job offers \u2014 54% versus 44%.<\/p>\n

The researchers then pulled apart a 2019 alumni survey of 1,900 MBA graduates. The survey asked the MBAs for their salaries and included a multipronged question about whether they had ever asked for raises or promotions; whether those negotiations had been successful; and whether they had received a raise or promotion without asking.<\/p>\n

The analysis confirmed that people who ask for higher pay are indeed more likely to get higher pay than those who don\u2019t ask.<\/p>\n

But overall, they found that the women earned 22% less than the men. And other than women\u2019s lower pay, the only differences that emerged along gender lines were that more women than men said they had attempted to negotiate and more women reported that they had been spurned.<\/p>\n

“We need to look beyond negotiating propensity to understand the root causes of the gender pay gap,” Kray said. “It is not that women are not negotiating job offers, even though they are being told \u2018no\u2019 more often than men.”<\/p>\n

Women earn 88% of what men make after finishing their MBA, but only 63% of what men make 10 years later, according to the paper. This pay gap among MBA graduates “is especially notable considering the nearly identical skills and qualifications held by men and women at the time the degree is conferred,” the researchers wrote.<\/p>\n

As the expression goes, nevertheless, she persisted. “Holding onto the belief that the pay gap is due to women not negotiating also bleeds into other \u2018system-justifying\u2019 beliefs, such as women choosing lower paying jobs, working fewer hours,” Kray said.<\/p>\n