As we have already shared HERE and HERE – women make a lot less than men at comparable jobs.  Women make $.77 for every $1 that a man makes and it gets worse if the woman is Hispanic or African-American.  The Harvard Business Review tries to figure out why.  If you don’t negotiate – you’ll get less.

The Harvard Business Review says that Nice Girls Don’t Ask HERE:

Women often don’t get what they want and deserve because they don’t ask for it. In three separate studies, we found that men are more likely than women to negotiate for what they want.

The first study found that the starting salaries of male MBAs who had recently graduated from Carnegie Mellon were 7.6%, or almost $4,000, higher on average than those of female MBAs from the same program. That’s because most of the women had simply accepted the employer’s initial salary offer; in fact, only 7% had attempted to negotiate. But 57% of their male counterparts—or eight times as many men as women—had asked for more.

The largest of the three studies surveyed several hundred people over the Internet, asking respondents about the most recent negotiations they’d attempted or initiated and when they expected to negotiate next. The study showed that men place themselves in negotiation situations more often than women do and regard more of their interactions as potential negotiations. (See the exhibit “Can We Talk?”)

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