The gender pay gap persists as men still earn more than women. Research shows that women are more cautious than men when negotiating salary for a given position. A particular study cited by the Harvard Business Review found that of recent MBA graduates, half of the men had negotiated their job offers, compared to only one-eighth of the women.
Researchers have investigated why this happens and whether it is a matter of lack of confidence or negotiation skills. It turns out that the answer has more to do with how women are treated when they negotiate.
”Social cost” of negotiations
When faced with existing stereotypes in society that women should be nice and not demanding, it hurts female applicants trying to negotiate for higher pay. A study found that raters “penalized” female applicants more than male applicants for initiating negotiations by rating them lower than those who did not negotiate on their salary offer. So it goes to show that sometimes it really “hurts” to ask.
Negotiation as a skill
Canadian author Fotini Economopolous’ book “Say Less, Get More”, says that when it comes to negotiation or any skill that requires interpersonal interaction, self-awareness is the key to success. Knowing one’s strengths and weaknesses gives one an advantage in negotiations.
On the author’s site, there is a test of several questions that help to determine the person’s negotiation style and specifically highlight strengths and areas for improvement. The results provide an answer as to whether a person is a competing, accommodating, avoiding, compromising or collaborating negotiator.
Negotiation is a big part of life. Even if a person doesn’t realize it, she or he uses negotiation in all their endeavors, at home and at work. Studying one’s negotiation style will give you an in-depth look at how conflicts and interactions should be managed. It’s a valuable guide, but mastering the skill is the key to the long-term changes that lead to success.
