Did you know that 86% of hiring managers expect us to negotiate offers and yet only 36% of men and 16% of women do so? What is stopping us from negotiating? According to research, the reasons are different for men and women. Hannah Bowles and Linda Babcock from Harvard and Carnegie Mellon Universities found that women often face a social stigma when they negotiate because employers may judge them more harshly than men.
When a woman senses that there could be a high social cost to negotiating, she rightly avoids doing so. The same is not true for men whose reasons for not negotiating have more to do with not understanding the process.
The question remains, however, what is the cost of not negotiating? For women the cost can be very high. In, ‘Women Don’t Ask’, Linda Baldwin calculates that women who don’t ask for a better package can sacrifice up to $500,000 in pay and benefits over the course of their career. That is certainly a large enough loss to get more people to learn the skills needed to increase their chances of getting the employment package they truly deserve.