Adrienne Dawson writes, "In simulated salary negotiations, Amanatullah [an assistant professor of management at McCombs] found that women asked for an average of $7,000 less than men — but not because they are poor negotiators. She explains that women know intuitively there could be negative repercussions if we’re perceived as too aggressive. Our goal is not only to get the best salary and benefits package we can, but also to ensure that we walk into a favorable working environment once we start our new job.
“'We’re very attuned to the social consequences of our behavior,' she says. And because of that, women tend to consciously hedge their competitive behavior if they think backlash is likely.
"But is it really? Are we right to be concerned? Yes, says Amanatullah. 'I’ve done other studies that confirm the backlash women are anticipating is very real. If an assertive woman negotiates as aggressively as a man, she may achieve the same financial outcome, but she is socially penalized for that behavior.' She could be seen as less attractive and less worthy of hire, or she could find that fewer resources and projects are funneled her way later." Read full article>>