Gender Divide in Negotiation

Paper Summary:

This paper attempts to identify the dramatic difference between men and women in their ability to negotiate. It looks at how child-rearing practices, the way we educate our daughters, and unspoken assumptions perpetuate inequalities. These inequalities are not only fundamentally unfair; they are inefficient and economically unsound. It also studies, through a literature review, the hypothesis that female college graduates entering the work force will accept lower starting salaries then male college graduates entering the work force.

From the Paper:

"Women also have been known to work harder so they'll be given what they want without having to ask for it or negotiate. But, the authors specifically point out that if a woman would negotiate a better salary at the outset of her career, she could end up with a "gain of more than half a million dollars" (Babcock & Laschever, 2003, p. 5) by the conclusion of her career. Beyond that, women are also fighting the old battles of gender discrimination, the book reports; "our society still perpetuates rigid gender-based standards for behavior "standards that require women to behave modestly and unselfishly and to shun promoting their own personal agendas" (Babcock & Laschever, 2003, p.11)."

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