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LectureSlides-Week6-BodyandMind.pptxDay 6: Body & Mind
BA 411: Financial Planning I
Stephen Summers
Negotiating Your Way
One problem arising both during negotiations and when you begin a new job is the challenge of reconciling your identities
And you’ve also got the problem of reconciling yourself… to everybody else
Challenges of Challenging
It’s hard to choose to do something difficult—
Yet those who choose to negotiate for better deals at work are more likely to get them.
Average negotiation payoff? ($1,500)
Average payoff of not negotiating? ($0)
(O’Shea and Bush, 2002)
…And that was in 2002!
Challenges of Challenging
But how come some people aren’t negotiating at work?
Or why aren’t they finding success in their negotiations?
For some folks, is it worth negotiating at all?
Gender Difference at Work
Gender difference in negotiations happens at all levels of employment
Male physicians make an average of $172,000 to female physicians’ average of $141,000. All other factors equalized, there’s an unexplained 10% difference in pay by gender (Jagsi, et al., 2013)
Job and salary satisfaction among female psychology faculty members was lower than for males; for men, promotion negotiations correlated positively, while for women negotiation had a negative correlation (Crothers, et al., 2010)
Women tend to disproportionately avoid competitive work settings, which may contribute to a gender imbalance in many markets (Flory, Leibbrandt, and List, 2015)
Gender and Self-Censoring
How do men tend to negotiate?
Women negotiated 7% of the time compared to male counterparts, who negotiated 57% of the time (Babcock and Laschever, 2007)
As a result, men increased their salaries by 7.4% ($4000), making the difference of starting pay between them (ibid)
Men tend to be more optimistic about success in games than women, and competitively they act more aggressively and take more risks (Garca-Gallego, Georgantzs, and Jaramillo-Gutirrez, 2012)
Gender and Self-Censoring
Why don’t women negotiate as often?
Fear of backlash for stepping out of traditional roles by bargaining
Risk aversion, and avoidance of social consequences of asking for more
Different ethical conceptions lead them to be more conservative
(Silva and Gilbraith, 2018)
Gender and Self-Censoring
Why don’t women negotiate as often?
3 major barriers:
Cognitive (women are faced with negative stereotypes)
Motivational (social expectations limit negotiating success)
Paradigmatic (research-based differences become influential)
(Kennedy and Kray, 2015)
Racial Difference at Work
Black job seekers are not expected to negotiate as much as White job seekers, and average worse salary outcomes when they do negotiate, comparatively. Hiring evaluators are less likely to concede more value to Black applicants in negotiations (Hernandez, et al., 2019)
In women’s college basketball, Black female head coaches are underrepresented, due to lack of support and abundance of stereotypes, and resulting conflicts of “networking” and maintaining “a proper image” (Borland and Bruening, 2010)
Negotiating Disability
Negotiating for better benefits, or even basic accommodations, as a person with a disability often puts you in an even tougher spot.
Persons with disabilities often face gaps between needs and resources, and sometimes open hostility, ridicule, or retribution (Foster, 2007)
Individuals with disabilities often seen within an organization as a “problem,” robbing them of equal power or leverage (ibid)
Even “hidden” impairments have a negative effect on workers, and block career progression through social exclusion (Sang, Richards, and Marks, 2016)
Stereotype Threat
As soon as you’re told you’re bad at something…
… it starts to affect our success
Does it matter who tells you?
How do you combat this?
Amy Cuddy’s Research
How does body language change how you’re perceived?
How does it change your negotiations?
Play the video for her story
What Can You Do?
Institutions should work on these biases and barriers…
…but what can you do in the meantime?
Remember: the most important time to negotiate is upon hire!
Don’t assume you will have a good negotiation window in the future! (Silva and Gilbraith, 2018)
Practice (hostile) negotiations
Articulate your values, and your value
Make your body language work for you
Always have a walk-away point; if you believe you do, they will, too
Yourself and Your Work
How will you be perceived?
Does that change how you will present yourself?
What will you trade in for a better work experience?
What will you compromise?
What will you hold on to?
Resources and References
Gender Differences in Salary in a Recent Cohort of Early-Career Physician–Researchers. Jagsi, Reshma MD, DPhil; Griffith, Kent A. MS; Stewart, Abigail PhD; Sambuco, Dana MPA; DeCastro, Rochelle MS; Ubel, Peter A. MD. Academic Medicine: November 2013 - Volume 88 - Issue 11 - p 1689–1699. doi: 10.1097/ACM.0b013e3182a71519
Negotiation for Starting Salary: Antecedents and Outcomes among Recent College Graduates. Patrick Gavan O'Shea and David F. Bush. Journal of Business and Psychology. Vol. 16, No. 3 (Mar., 2002), pp. 365-382 (18 pages). https://www-jstor-org.ezproxy.proxy.library.oregonstate.edu/stable/25092777
Do Competitive Workplaces Deter Female Workers? A Large-Scale Natural Field Experiment on Job Entry Decisions. Flory, Jeffrey A., Leibbrandt, Andreas, List, John A. Review of Economic Studies. Jan2015, Vol. 82 Issue 1, p122-155. 34p. http://proxy.library.oregonstate.edu.ezproxy.proxy.library.oregonstate.edu/login?url=http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=101036127&site=ehost-live. 10.1093/restud/rdu030
Has Equity Been Achieved? Salary and Promotion Negotiation Practices of a National Sample of School Psychology University Faculty. Crothers, Laura M., Hughes, Tammy L., Schmitt, Ara J., Theodore, Lea A., Lipinski, John, Bloomquist, Angela J., Altman, Cindy L. Psychologist-Manager Journal (Taylor & Francis Ltd). Jan-Mar2010, Vol. 13 Issue 1, p40-59. 20p. 6 Charts. http://proxy.library.oregonstate.edu.ezproxy.proxy.library.oregonstate.edu/login?url=http://search.ebscohost.com/login.aspx?direct=true&db=aph&AN=47760400&site=ehost-live doi: 10.1080/10887150903553790
Women Don’t Ask: Negotiation and the Gender Divide.Linda Babcock and Sara Laschever. 2007.
“Gender Differences in Ultimatum Games: Despite Rather Than Due to Risk Attitudes,” Aurora Garca-Gallego, Nikolaos Georgantzs, and Ainhoa Jaramillo-Gutirrez, Journal of Economic Behavior & Organization 83, no. 1 (2012): 46.
Salary Negotiation Patterns between Women and Men in Academic Libraries. Silva, Elise ; Galbraith, Quinn. College & Research Libraries, April 2018, Vol.79(3), p.324
“A Pawn in Someone Else’s Game? The Cognitive, Motivational, and Paradigmatic Barriers to Women’s Excelling in Negotiation,” Jessica A. Kennedy and Laura J. Kray, Research in Organizational Behavior 35 (2015): 7.
Legal obligation or personal lottery?: Employee experiences of disability and the negotiation of adjustments in the public sector workplace. Deborah Foster. March 1, 2007 Research Article https://doi-org.ezproxy.proxy.library.oregonstate.edu/10.1177/0950017007073616
Gender and Disability in Male-Dominated Occupations: A Social Relational Model. Katherine J.C. Sang, James Richards and Abigail Marks. Gender, Work and Organization Vol. 23 No. 6 November 2016 doi:10.1111/gwao.12143 http://web.b.ebscohost.com.ezproxy.proxy.library.oregonstate.edu/ehost/detail/detail?vid=0&sid=8b10b9b1-2635-44f0-839e-0800af5856e8%40sessionmgr102&bdata=JnNpdGU9ZWhvc3QtbGl2ZQ%3d%3d#db=buh&AN=118513636
Bargaining While Black: The Role of Race in Salary Negotiations. Hernandez, M., Avery, D. R., Volpone, S. D., & Kaiser, C. R. (2019). Journal of Applied Psychology, 104(4), 581-592. http://dx.doi.org.ezproxy.proxy.library.oregonstate.edu/10.1037/apl0000363
Navigating barriers: A qualitative examination of the under-representation of Black females as head coaches in collegiate basketball. John F. Borland and Jennifer E. Bruening. Sport Management Review Volume 13, Issue 4, November 2010, Pages 407-420. https://doi.org/10.1016/j.smr.2010.05.002
