Negotiation: Women Out-Negotiate Men Depending On Context [Study]

When the issue of unequal pay comes up, one of the explanations that you commonly hear is that men are simply more willing to ask for higher salaries upfront than women are, and that an initial difference in pay is rarely corrected as people move through their respective careers. A recent meta-analysis with a combined population of more than 10,000 people from different walks of life confirms that this is basically true, but that the role of gender can be moderated and even reversed depending on the context the negotiations take place in.

“The gender difference favoring men was reduced when negotiators had negotiation experience, were provided with information about the bargaining range, and when advocating for another individual,” says...