3/10 Is there a difference? 0 100,000 200,000 300,000 400,000 500,000 600,000 M 30,00092,243361,171568,834 W 25,00076,87000 Entry Salary @ 22 Sal @ 60 w/ 3% yrl raise Extra Earnings Invested @ 3%yrl +550k *Babcock & Laschever in Women Don't Ask, pg 5.
4/10 No way out or no way UP? Female gender role is to be nice Nice is not perceived as a trait for success Emulate male behaviors Others perceive gender-role transgression Punishment for not acting accordingly
5/10 External Barriers Language Men associated with words that describe good managers. Men – assertive, dominant, decisive, ambitious, & self-oriented Women – warm, expressive, nurturing, emotional, and friendly Styles Ok for men to lead autocratic or democratic styles. Assertive + positive social “softeners” Harder negotiation line with women Worst first offers, but higher first demands More pressure to concede, but less concessions granted
6/10 Unfair or Unequal salary? Lower self-esteem & entitlement Lower and relationship oriented targets Negotiation as conflict Subst X Relat Asking anxiety & external gender bias Accepting lower salary
7/10 Internal Challenges Negotiation is an exception 20% of women NEVER negotiate at all Expect life to be fair Negotiation under lower expectations Women perceive they deserve less than men (in ambiguous situations) Set less aggressive goals Ask less and for less Gender based social network Minority/Stereotype status Asking a student’s race before exam, lowers African Americans grades by 25%.
8/10 Negotiation for Success Research standards exhaustively Check outside your network Set aggressive (yet realistic) goals Ask for help (men or women, as if on your behalf) Trust counterparty to be doing the same Work on strengths & weaknesses Play to your strengths (fairness, listening, empathy, etc) Role-play diagnostic questions and responses Value claiming Anticipate performance obstacles Create strategies for anxiety-producing situations Expand role, bridges and lable singularity in relationship Instead of only gender, find other bridges for empathy and power. Find gender-role consistent negotiation and leadership styles Women – less leeway to be assertive or aggressive Men – less leeway to be emotional or weak Bring standards of fairness to make it gender neutral