“Everything is Negotiable”: Prepare, Ask, Revise, Ask Again

Women generally negotiate salaries less frequently than men,  reflected in persistent compensation gaps for women MBA graduates from 26 leading business schools in the United States, Canada, Europe, and Asia, reported Catalyst’s Anna Beninger and Alixandra Pollack. Women still earn about 80 percent of their male peers’ compensation in a study of salaries in academic medicine by […]

Saudi Women’s Driving Campaign meets “When Everything Changed”

Saudi Women’s Driving Campaign occurred near the time that New York Times columnist Gail Collins discussed her book When Everything Changed: The Amazing Journey of American Women from 1960 to the Present  at Harvard’s Radcliffe Institute for Advanced Studies. Though separated by oceans and time zones, both events refer to the continuing challenge of women achieving […]

Range Offers vs Point Offers in Negotiation for Advantageous Settlements

Many people hesitate to present a negotiation offer as a range of values, assuming that co-negotiators will anchor on the lower value in the range as a “reservation price.”  This is based on the power of first offers as negotiation anchors, demonstrated in research by University of Chicago’s Nicholas Epley and Thomas Gilovich of Cornell. Contrary […]

Women May Undermine Salary Negotiations with Excessive Gratitude

Full, candid self-disclosure can hamper outcomes for poker players and negotiators. This idea was confirmed in an experiment by Monash University’s Andreas Leibbrandt and John A. List of the University of Chicago, when women undermined their salary negotiations by revealing their gratitude for a salary that exceeded their expectations. Participants were women applying for administrative […]

Mindfulness Meditation Improves Decisions, Reduces Sunk-Cost Bias

“Sunk-cost bias” is the prevalent tendency to continue unsuccessful actions after time and money have been invested. Frequent examples include: Holding poorly-performing stock market investments, Staying in abusive interpersonal relationships, Continuing failing military engagements. In these cases, people tend to focus on past behaviors rather than current circumstances, leading to emotion-driven decision biases. Brief meditation […]

Ask for What You Want: You Have More Influence Than You Think

Most people underestimate the likelihood that requests for help will be granted, particularly after experiencing previous refusals, according to Stanford’s Daniel Newark and Francis Flynn with Vanessa Lake Bohns of University of Waterloo. Help-seekers were more likely to believe that a previous refusal would be followed by another refusal to a similar request.  However, help-seekers underestimated […]

How Accurate are Personality Judgments Based on Physical Appearance?

Appearance, including facial expression, posture, and clothing provide visual communications to observers. -*But how accurate are inferences made from these clues? Sonoma State University’s Laura Naumann, with Simine Vazire then of Washington University in St. Louis, University of Cambridge’s Peter Rentfrow, and Samuel Gosling of University of Texas at Austin investigated by asking volunteers to rate 10 […]

Women’s Likability – Competence Dilemma: Overcoming the Backlash Effect

Women face significant workplace challenges when they are seen as successful in traditionally-male roles, found New York University’s Madeline Heilman, Aaron Wallen, Daniella Fuchs and Melinda Tamkins. The team conducted three experimental studies on volunteers’ reactions to a woman’s success in a male gender-typed job. They found that when a woman is recognized as successful in […]

“Social Accounts” as Pay Substitutes = Lower Pay for Women

Managers’ “social accounts” of beyond their social media log-ins. Experts in procedural justice broaden definition of “social accounts” to include explanations for decisions and outcomes. Experienced managers who were permitted to give a rationale for salary decisions – a “social account” – awarded smaller salary increases to women employees but not men, in a study by Long […]

Clothing Influences Thinking and Behavior, not Just Others’ Perceptions

A previous post highlighted the influence of the body on thinking, through “embodied cognition.” An extension of this idea is “unclothed cognition,” the impact of clothing on thinking and behavior, according to Rice University’s Hajo Adam and Adam Galinsky of Northwestern University. Adam and Galinsky considered the symbolic meaning of clothing and wearer’s physical experience by evaluating […]