Knowing When to Ask: The Cost of Leaning In
Knowing When to Ask: The Cost of Leaning In
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DOI：
10.1086/704616
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发表时间：
2020-03-01
影响因子：
8.2
通讯作者：
Vesterlund, Lise
中科院分区：
文献类型：
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作者：
Exley, Christine L.;Niederle, Muriel;Vesterlund, Lise
妇女不愿谈判往往被用来解释性别工资差距，推广推动妇女“向前一步”和谈判更多。研究一个环境中，妇女实现积极的利润，当他们选择谈判，我们发现，增加谈判是没有帮助的。女人知道什么时候该问：她们参加谈判会带来正利润，而避免谈判会带来负利润。虽然男性的研究结果相似，但我们没有发现证据表明男性比女性更善于知道何时提问。因此，我们的研究结果警告说，不要更大程度地推动妇女进行谈判。
Women's reluctance to negotiate is often used to explain the gender wage gap, popularizing the push for women to "lean in" and negotiate more. Examining an environment in which women achieve positive profits when they choose to negotiate, we find that increased negotiations are not helpful. Women know when to ask: they enter negotiations resulting in positive profits and avoid negotiations resulting in negative profits. While the findings are similar for men, we find no evidence that men are more adept than women at knowing when to ask. Thus, our results caution against a greater push for women to negotiate.