Women with successful negotiation experience are better negotiators than men, even when they rate themselves as average at it, a new study finds.
The research got its start when University of Florida student Samantha Miller was listening to a lecture on a commonly held trope about negotiation—that women are bad at it. That conventional wisdom didn’t fit with her experience at all.
“I always ask what I feel I’m deserving of,” she says. “I had an idea that women in my generation were similar.”
So Miller, an undergraduate business major, approached associate professor Yellowlees Douglas, suggesting they replicate a 2008 study often cited to show that women avoid negotiating or lowball salary requests.
I hope people shut up about gender and talk about the framework that informs gender bias.
