Linda Babcock

Extra Income from  Extra Income from 
Negotiating Job Offer Negotiating Job Offer
$180,000 $180,000
$156,839 $156,839
$160,000 $160,000
$142,581 $142,581
$140,000 $140,000

$120,000 $120,000

$100,000 $100,000
Did Not Negotiate Did Not Negotiate
$80,000 $80,000
Did Negotiate Did Negotiate
$60,000 $60,000
$40,000 $44,000 $40,000 $44,000
$40,000 $40,000

$20,000 $20,000

$0 $0
Age 22 Age 65
Extra Income is $627,354
Age 22 Age 65
Gap is $4,000 Gap is $14,258

Extra Income from  Extra Income from 
Negotiating Job Offer Negotiating Job Offer
$250,000 $236,758 $250,000 $236,758
$215,235 $215,235
$200,000 $200,000

$150,000 $150,000
Did Not Negotiate Did Not Negotiate
$100,000 Did Negotiate $100,000 Did Negotiate
$77,000 $77,000
$70,000 $70,000

$50,000 $50,000

$0 $0
Age 27 Age 65
Extra Income is $839,412
Age 27 Age 65
Gap is $7,000 Gap is $21,523

1
Linda Babcock

Percentage of Students  Men Initiate Negotiations 
Who Negotiated Their Job Offer More Frequently Than Women
60% 25%
23.0%
51.5%
50%
20%

40%
15%
30%
10%
20%
12.5%
5%
10%
2.3%

0% 0%
Women Men Women Men

Percent Choosing to Negotiate Percent Choosing to Negotiate
70% p<.05 70% p<.05
59.3% 59.3% p<.05
60% 60%

50% 48.6% 50% 48.6%

40% 38.1% 40% 38.1%

Women Women
30% Men 30% Men
24.1% 24.1%
20% 20%

10% 10%

0% 0%
Payment Decorations Payment Decorations p<.01 inter

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Linda Babcock

The Gender Gap (Favoring Males)
Willingness to Hire
Is Largest When…
7.0
6.19
There is a lot of uncertainty about how 
5.94
6.0
5.26
much you could get
5.0 4.63
• Salary versus bonuses
4.0
No Ask • Occupations with standardized salaries 
3.0 Ask versus large variation in salaries
2.0
The topic of negotiation is more masculine
1.0
• Masculine: women got 37% of the pie
0.0
Male Employees Female Employees • Feminine: women got 48% of the pie

Topic of Negotiation Negotiation for Self vs. Other
$180,000
Masculine Feminine $160,000
$167,210 

$146,093  $146,667 
$141,643 
$140,000

$120,000

$100,000
Women
37% $80,000
Women Women Men
52% 48%
Men Men $60,000
63%
$40,000

$20,000

$0
Self Other

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Linda Babcock

Women Can Be  Effective Negotiation Strategies: 
Great Negotiators, But… Pay Attention to How You Ask
They need to pay attention to HOW they  • Problem solving vs. “This is war” approach
negotiate. • Positive vs. negative (framing and emotion)
• Persuasion rather than coercion
• Relationship oriented vs. distant
• Group goals rather than individual goals
• Cooperative vs. competitive
• Assertive vs. aggressive
• Encouraging vs. threatening
• Options vs. ultimatums

Self vs. Other With and Without Agentic Prime

32%
Women Women 39% Women Women
45%
51% 49%
Men Men Men 55% Men
61%
68%

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Linda Babcock
The Negotiation Gym:
Getting in Shape
Practice, practice, practice
• Week 1: Easy Warm Ups
• Week 2: Stretch Out
• Week 3: Pile it On
• Week 4: Step it Up
• Week 5: Go Long
• Week 6: Play out of Bounds
Roleplaying 101
• Write down your plan
• Recruit a friend
• Brief your partner
• Rehearse several times
• Debrief
• Repeat