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

Persistent compensation gaps continue to occur 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 make about 80 percent of their male peers in a study of salaries in academic medicine by Harvard’s Catherine DesRoches, Sowmya Rao, Lisa Iezzoni, and Eric […]

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 powerful of first offers as negotiation anchors, such as in research by University of Chicago’s Nicholas Epley and Thomas Gilovich of Cornell. […]

Women May Undermine Salary Negotiations with Excessive Gratitude

Negotiators and poker players know the value of limiting full self-disclosure in words and non-verbal expressions. However, some women undermined their salary negotiations by revealing their gratitude for a salary that exceeded their expectations in an experiment by Monash University’s Andreas Leibbrandt and John A. List of the University of Chicago. Participants were women applying for […]

Mindfulness Meditation Improves Decisions, Reduces Sunk-Cost Bias

Brief meditation sessions can reduce the tendency to base current decisions on past “sunk costs,” reported Wharton’s Sigal Barsade, with Andrew C. Hafenbrack and Zoe Kinias of INSEAD. “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 […]

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 important visual communications to observers. To evaluate observers’ accuracy in judging personality traits based on the appearance of people they didn’t know, Sonoma State University’s Laura Naumann, with Simine Vazire of Washington University in St. Louis, University of Cambridge’s Peter Rentfrow, and Samuel Gosling of University of Texas at […]

Have You Agreed to Every Bad Deal You’ve Gotten?

Facebook COO Sheryl Sandberg wasn’t inclined to negotiate her proposed salary until she was emphatically urged by her late husband and brother-in-law. In contrast, most respondents to Accenture’s 2016 online survey of 4,100 business executive women and men across 33 countries said they had asked for a pay increase. Almost as many women as men asked for […]

Women’s Likeability – 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. They conducted three experimental studies on reactions to a woman’s success in a male gender-typed job. They found that when a woman is recognized as successful in roles dominated […]

Women Balance on the Negotiation Tightrope to Avoid Backlash

Women negotiate initial salaries less frequently than men, leading to a long-term wage disparity, found Carnegie-Mellon University’s Linda Babcock. And when women asked for higher salaries in a laboratory simulation, they were negatively evaluated by both men and women participants, reported Harvard’s Hannah Riley Bowles and Lei Lai. In addition, other volunteers reported less desire to work with women who asked […]