Women continue to earn less, on average, for the same performance, and they remain underrepresented in top jobs. Research has shown that both conscious and subconscious biases contribute to this problem. In three separate studies, we found that men are more likely than women to negotiate for what they want. This can be costly for companies—and it requires management intervention. The first study found that the starting salaries of male MBAs who had recently graduated from Carnegie Mellon were 7. Another study tested this gender difference in the lab. The study showed that men place themselves in negotiation situations more often than women do and regard more of their interactions as potential negotiations. Getting What You Settle For Women are less likely than men to negotiate for themselves for several reasons.
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