New Research: Women Who Don’t Negotiate Might Have a Good Reason

They know when it’s going to backfire.

by

and

Lise Vesterlund

by

and

Lise Vesterlund

April 12, 2016

You’ve just received a salary offer. Being a woman, you know that women on average earn less than men, and that women’s reluctance to negotiate could contribute to this differential. So – should you negotiate?

CE

Christine Exley is an assistant professor of business administration in the Negotiation, Organizations & Markets Unit at Harvard Business School.
MN

Muriel Niederle is a professor in the Department of Economics at Stanford University.
Lise Vesterlund is a professor of economics at the University of Pittsburgh and director of the Pittsburgh Experimental Economics Laboratory. She founded and directs the Behavioral Economic Design Initiative. Published in leading economic journals, her research has been covered by NPR, The New York Times, The Washington Post, ABC, The Economist, The Atlantic, The Guardian, Chicago Tribune, and Forbes.

New Research: Women Who Don’t Negotiate Might Have a Good Reason

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