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

Women’s tendency to negotiate salaries less frequently than men may be associated with 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 make about 80 percent of their male peers in a study of salaries in academic […]

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 […]

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. 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 […]

Women Balance on the Negotiation Tightrope to Avoid Backlash

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

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 […]

“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 […]