Andreas Leibbrandt
Candid self-disclosure hurt women’s salary negotiation outcomes when they revealed that a salary exceeded their expectations, in a study by Monash University’s Andreas Leibbrandt and John A. List of the University of Chicago.
John List
Some women applying for administrative assistant jobs were told that the wages were “negotiable,” and these women achieved higher pay offers than women who received no information. Volunteers in the no-information group frequently revealed that they were willing to work for a lower hourly rate, and they received lower average salary offers.
Edward E. Jones
Though this approach likely leads to lower salary, it could be considered strategic ingratiation to enhance the future working relationship>
However, this approach could lead the negotiation partner to question the applicant’s judgment and confidence.
In addition, this maneuver may delay salary increases because the candidate expresses satisfaction with the original offer.
Strategic ingratiation is observed in several behaviours, according to Duke University’s Edward E. Jones:
-Self-presentation: Self-enhancement or “one-down” humility, providing favors or gifts,
-Flattery: “Other-enhancement” by sharing credible positive comments,
-Agreement: Opinion-conformity and matching non-verbal behaviour.
Steven H. Appelbaum
Positive outcomes from “strategic ingratiation” included promotion or pay increase, observed in a study by Concordia University’s Steven H. Appelbaum and Brent Hughes.
This contradictory finding was explained by situational and individual factors including:
- Machiavellianism,
- Locus of control,
- Work task uniqueness.
Jeffrey Flory
In another of Leibbrandt and List’s randomized field studies, collaborating with Concordia colleague Jeffrey Flory, men did not wait for permission to negotiate when no statement was made about salary discussions.
In fact, male participants said they prefer ambiguous salary negotiation norms or“competitive work settings” in which salary negotiation was typically expected.
Women frequently do not negotiate unless given explicit permission.
but when they are invited to negotiate, they obtained higher salaries as frequently as men
Leibbrandt, List, and Flory concluded that women accept “competitive” workplaces when “the job task is female-oriented” and the local labor market offers few alternatives.
Women who seek higher salaries benefit from proposing their “aspirational salaries” rather than waiting for permission to negotiate.
Women negotiators can achieve better outcomes when they offer moderate expressions of gratitude and avoid revealing their “reserve” salary figure.
-*In what work situations have you benefited from applying ‘strategic ingratiation’?
-*To what extent have you seen expressions of gratitude in negotiation undermine bargaining outcomes?
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- Anxiety Undermines Negotiation Performance
- Power Tactics for Better Negotiation
- Women Who Negotiate Salaries May Elicit Negative Evaluations
- Negotiation Style Differences: Women Don’t Ask for Raises or Promotions as Often as Men
- Women’s Likeability–Competence Dilemma: Overcoming the Backlash Effect\
©Kathryn Welds
Kathryn Welds, PhD | Curated Research + Commentary 