Wednesday, August 01, 2007

how women size up audiences

A recent Washington Post article summarizing research on gender differences in negotiations -- specifically, how and whether men and women ask for raises -- offers an interesting insight for any woman facing an audience. The article notes that economics and psychology researchers:
....found that men and women get very different responses when they initiate negotiations. Although it may well be true that women often hurt themselves by not trying to negotiate, this study found that women's reluctance was based on an entirely reasonable and accurate view of how they were likely to be treated if they did. Both men and women were more likely to subtly penalize women who asked for more -- the perception was that women who asked for more were "less nice".
Hannah Riley Bowles, one of the study authors, underscores that the women in the study had sized up their audiences and tailored their approach as a result, despite the downside to not getting a raise:
"This isn't about fixing the women," Bowles said. "It isn't about telling women, 'You need self-confidence or training.' They are responding to incentives within the social environment."
You can go here to read an online chat with the Post reporter, Shankar Vedantam, and economist Linda Babcock, of the Program for Research and Outreach on Gender Equity in Society at Carnegie Mellon University. Babcock also has co-authored Women Don't Ask, a book on gender and negotiation.

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