How To Boost Your Bargaining PowersToddi Gutner
Few people enjoy negotiating a salary or raise. But for a number of reasons, men just naturally do a better job at it than women. Why? Women tend to set low aspirations, don't promote themselves, and are reluctant to promise more than they can deliver. Often, employers think women work by choice, not necessity. And in some cases, money isn't as important to women as other factors, such as flextime. Even when women do negotiate, on average they receive only a 2.7% increase in salary, compared with 4.3% for men, according to a study published in the early 1990s. The results were confirmed in a 1997 simulated study at the University of California at Irvine.
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