Competent but Less Likeable: Social Stereotypes and Strategic Choices in Negotiation

由于工作选择提供了更多的谈判就业条件的机会，妇女可能处于不利地位。与男性同龄人相比，女性的起薪较低，加薪幅度较小。这对女性来说代价高昂，她们离开劳动力大军时经济保障较少。性别差距对组织来说也是代价高昂的，他们面临着日益增长的不满和流动率。女性可以通过谈判来改善她们的结果，但改善她们经济结果的强硬策略可能会在工作场所引发社会报复。该项目将通过确定帮助妇女改善经济成果的战略，同时使她们免受社会报复，从而使雇主和雇员都受益。

Women may be disadvantaged by the greater opportunities for negotiating employment conditions that Work Choices provides. Relative to their male peers, women receive lower starting salaries and smaller increases. This is costly for women, who leave the workforce with less financial security. The gender gap is also costly for organisations, who face increased dissatisfaction and turnover. Woman can improve their outcomes through negotiation, but the assertive tactics that improve their economic outcomes are likely to generate social reprisals in the workplace. This project will benefit employers and employees alike, by identifying strategies that assist women to improve their economic outcomes while buffering them from social reprisals.