Why is negotiation an issue for women?
- In surveys, 2.5 times more women than men said they feel "a great deal of apprehension" about negotiating.
- Men initiate negotiations about four times as often as women.
- This is international research, but the situation is likely to be similar in New Zealand.
THERE ARE CONSEQUENCES IF WOMEN DON’T NEGOTIATE
- On average, women earn 9.3 percent less than men and the gap is larger for Māori, Pasifika and Asian women. More info: There is a gender pay gap
- Not negotiating your salary at the outset of your career may be difficult to overcome. More info: There are consequences for not negotiating
WHY ARE WOMEN LESS LIKELY TO NEGOTIATE THAN MEN?
Women have lower expectations and lack knowledge of their worth
- One critical factor in the negotiation gap may be that women expect to be paid less and don’t know what they are worth. More info: Women have lower expectations and lack knowledge of their worth
Social costs of negotiating
- Another factor that influences whether women negotiate is the concern that if they do, there will be a social backlash against them. Research backs up this concern. More info: The social costs of negotiating