After all the brouhaha about the women who apparently lost her offer after asking for better terms, the NYtimes has an article on "Moving Past Gender Barriers to Negotiate a Raise"
They write that:
"Some women may bridle — justifiably — at adjusting their behavior to conform to stereotypes. But the negotiation experts say that they think about these strategies pragmatically.
“These stereotypes will hold us back, so we might as well use them to move forward,” added Joan C. Williams, a co-author of “What Works for Women at Work.”
I like the
"Women also need to legitimize their requests, or find ways to make them seem more appropriate, according to a study that Prof. Riley Bowles and Prof. Babcock published in 2012. That means saying something like, “My supervisor suggested that I to talk to you about raising my compensation.”
I think the most useful may be:
Women tend to negotiate less for themselves than men, when there aren't clear standards on what they should be asking for, studies found. In fact, women worked longer and made fewer errors but paid themselves less than men did for similar tasks, according to another study. But that effect went away when women were given data on what others paid themselves."
I tell all my students that when they negotiate, they should first try to find out what is possible and easy at that particular institution, and what is hard.