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How To Reduce Women’s Negotiation Disadvantage: Hints From Research

How To Reduce Women’s Negotiation Disadvantage: Hints From Research. Alice Eagly Northwestern University APS, May 2016. Women Fare Worse in Bargaining With Economic Outcomes. Mazei, Huffmeier, Freund, Stuhlmacher, Bilke, & Hertel ( Psychological Bulletin , 2014)

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How To Reduce Women’s Negotiation Disadvantage: Hints From Research

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  1. How To Reduce Women’s Negotiation Disadvantage: Hints From Research Alice Eagly Northwestern University APS, May 2016

  2. Women Fare Worse in Bargaining With Economic Outcomes • Mazei, Huffmeier, Freund, Stuhlmacher, Bilke, & Hertel (Psychological Bulletin, 2014) • g = 0.20 in male direction • Used role congruity theory (Eagly & Karau, 2003) to make sense of moderation in findings • Agentic behaviors essential to negotiation are not congruent with the female gender role: assertive, competitive, profit-oriented • Women display fewer of these behaviors • Others regard such behaviors less appropriate in women: May elicit backlash

  3. Outcomes Are Variable • Role incongruity for women decreases if the setting becomes less incongruent • Negotiate on behalf of someone else: toughness becomes other-oriented • Make situation less ambiguous: reduces salience of gender norms in favor of situational norms • Learning about bargaining range • Gain experience: know appropriate behavior, gain a script. Women less likely to fall back on gender norms.

  4. How Use This Knowledge? • Usually don’t bargain for someone else • Sometimes do: Personnel committees; Tenure & promotion committees • Salary negotiation: Can reduce ambiguity by gaining information, “asking around” about salaries & conditions offered to others • Experience: Yes, practice is possible. • Role playing: Can we help one another? • Bargain for a job that perhaps won’t take?

  5. Bargaining Can Be Everyday Occurrence • Bargain for salary & conditions at outset; Bargain for counteroffer • Bargain for teaching load & conditions (TA support) • Bargain on service obligations • Bargain on authorship on papers • If women are nicer, less assertive and competitive ay end up with conditions that do not enhance career as a researcher • In general, women spend more hours teaching than men and fewer in research • Is bargaining part of the reason?

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