Truth 33. Of men, women, and pie-slicing
What is the difference between men and women when they negotiate?”
You may consider this, as I do, a loaded question. So, let’s look at a few research-based facts:
▪ When men and women negotiate against one another, such as in a buyer–seller arrangement, men get a larger slice of the pie. This statement is not based on old data; salary discrepancies between men and women are growing, not shrinking. In 2003, the wage gap between men and women graduating from elite MBA programs was almost negligible. However, by 2013, the pay gap had significantly widened. Female grads earn 93 cents for every $1 earned by their male classmates.18 Sound like chump change? Think again. Suppose a man and a woman are both offered ...
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