Closing the gender gap between men and women’s salaries could depend on better negotiation tactics, new research finds.
The study, by researchers at Harvard and Carnegie Mellon universities, shows that women can successfully negotiate higher salaries. But unlike men, they have to pay attention to the approach they use in order to avoid social backlash.
“The anticipation of social backlash or pay discrimination is taxing for women and undermining of their human potential,” said the study authors, Harvard’s Hannah Riley Bowles and Carnegie Mellon’s Linda Babcock.
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