I have read that when negotiating wages men are more likely to ask for more whilst women are less likely.
Boston Globe, June 13: "Study: Men Negotiate Better Pay"
I had a long interview with writer Kimberly Blanton. She wrote:
?A new study found that men routinely ask for more money than do women in salary negotiations. More than that, the study by a researcher at the University of California, Irvine, found that they two sexes take radically different tacks as they bargain.
?Lisa Barron, professor of organizational behavior at the university?s Graduate School of Management, studied students nearing completion of their MBAs, 21 men and 17 women. In mock job interviews, each student was offered a $61,000 salary by a manager for a fictitious company, Indostar. Right after the interviews, Barron asked the students, most of whom were engaged in real job searches of their own, to report on the Indostar negotiations. The findings were striking, albeit troubling for women: Men, responding to the salary offer, asked for $68,556, on average, while women requested $67,000 for the same job.
Later in the story, Blanton wrote: "Barron?s study found yawning gaps between the way men and women described themselves in negotiations, a time when salary is determined. Men apparently felt more entitled to earn more money, her research found. One male graduate told Barron, ?I?m not a typical entry [employee],? and another said, ?I?m not a standard student and I don?t think that I should be categorized in that same range of capability and therefore salary.?
?Female students said very different things, such as ?I am very similar to my peers.? Another said, ?As long as I?m making the average, that?s all I really care about??
?Barron said women felt uncomfortable even incapable of valuing themselves in dollars, while men did not. She also said men tended to try to prove themselves in the interview by citing experience and proven capabilities and that women said they would prove themselves on the job.?
My research on how women and men negotiate their salaries differently resulted in many stories in newspapers, radio and TV stations and on websites in the United States and abroad in 2003. It fascinates me how reporters see things differently, even though I answered their questions essentially the same! Here's a sample:
CBS Radio News, June 13
Other reporters in the Boston area read the story and did interviews, including Mike Epstein of CBS. Here is a sample of what he asked and how I answered.
Q: If women are getting lower salaries during negotiations, are they doing it wrong and men doing it right?
A: No, they are doing it differently. The onus is on recruiters to understand these differences.
Q: What should women do differently?
A: They should get accurate information on salaries, explain the worth of their skills, and keep a running record of accomplishments, rather than waiting a week