Learning How to Ask: Women and Negotiation

Abstract

Summary: 

Women are less likely to reach top-level leadership positions, and more likely to leave academic positions, than men, and are likely to earn less money than men. Women are also less likely to initiate a negotiation—a process that is crucial for professional advancement. This reluctance to ask hinders their advancement and can have long-lasting consequences—both financial and professional. The reasons that women do not ask are multifactorial. In this article, we will explore reasons why women are less likely to negotiate, the barriers they face when they do, and strategies that women can apply to improve their negotiation skills.