Indirect approach more successful for women while negotiating higher salaries
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The researchers found that when the study participants watched episodes in which female negotiators legitimized their compensation requests and communicated concern for organizational relationships, the participants found the women to be more relational, found their requests for compensations to be more legitimate, and did not socially punish the women for having negotiated.
Conversely, the men who expressed the same relational concern as they negotiated were not more successful than when they used a direct negotiation approach.
The researchers called for further research that will take into account both monetary outcomes of women who negotiate for higher compensation as well as the social and relational factors that might affect compensation negotiation.
This study was published in Psychology of Women Quarterly (a SAGE Journal).