Getting what you deserve
A significant portion of the salary disparity between men and women can be traced to differences in salary negotiation. Stevens et al (1993) found that even after training in salary negotiation tactics and goal-setting, female MBA students were still negotiating lower salaries than their male counterparts, partially because they were still setting lower salary goals. Small et al (2004) found that women initiated negotiations less often than men in a situation where negotiation was not explicitly suggested, although O'Shea and Bush (2002) found that women were no less likely to negotiate for higher salary. Lisa Barron (2003) found that men asked for higher salaries in their initial salary request. Barron suggests this is related to beliefs she found in the men and women in her study: men were significantly more likely to be sure of themselves, believe that they were entitled to more than other employees, and expect to prove themselves during negotiations (as opposed to on the job).
I've never negotiated for a salary, period. It has occurred to me recently that this is probably stupid, not to put too fine a point on it. I've received raises as a result of an annual employee review, or through promotion, but I've never once asked for a raise or for a higher starting salary. I've been in a position to negotiate recently, and I'm forcing myself to do it, but I think it's harder than my transition was.
I've never negotiated for a salary, period. It has occurred to me recently that this is probably stupid, not to put too fine a point on it. I've received raises as a result of an annual employee review, or through promotion, but I've never once asked for a raise or for a higher starting salary. I've been in a position to negotiate recently, and I'm forcing myself to do it, but I think it's harder than my transition was.