文档介绍：Nice Girls Don't Ask
Linda Babcock; Sara Laschever; Michele Gelfand; Deborah Small
Carnegie Mellon's School of Public Policy and Management; University of Maryland; Carnegie Mellon
1,143 words
1 October 2003
Harvard Business Review
14
0017-8012
English
Copyright (c) 2003 by the President and Fellows of Harvard College. All rights reserved.
Men and women are still treated unequally in the workplace. 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. But we’ve discovered another, subtler source of inequality: Women often don’t get what they want and deserve because they don’t ask for it. In three separate studies, we found that men are more likely than women to negotiate for what they want. This can be costly panies—and it requires management intervention.
The first study found that the starting salaries of male MBAs who had recently graduated from Carnegie Mellon were %, or almost $4,000, higher on average than those of female MBAs from the same program. That’s because most of the women had simply accepted the employer’s initial salary offer; in fact, only 7% had attempted to negotiate. But 57% of their male counterparts—or eight times as many men as women—had asked for more.
Another study tested this gende