Find Your Inner Red Shoes by Mariela Dabbah

Author:Mariela Dabbah
Language: eng
Format: epub
Publisher: Penguin Publishing Group
Published: 2013-03-19T00:00:00+00:00

This setting is replicated in all industries and starts very early on in women’s careers. Or rather, it starts very early on in women’s lives when we get used to not asking for anything, imagining we’ll be given what we deserve, or assuming that if we do our job well, we’ll be appreciated.

According to studies, part of the reason why women don’t negotiate is because they’re convinced their circumstances are fixed and out of their control, whereas men tend to see negotiation possibilities everywhere. Likewise, the sense of entitlement is weaker in females than in men. A study on this topic was conducted by psychologists Charlene Callahan-Levy and Lawrence Messe10 whereby they recruited students to write their opinions on college-related subjects. Then they were asked to decide how much they would pay themselves and how much they would pay a third party to do that work. Researchers found out that females would pay themselves for that task 19% less than males would.

Another study asked MBA students to negotiate a hypothetical job with a real-life recruiter. The researcher interviewed students and asked them whether they thought they were entitled to receive an equal or better salary than the one the recruiter was offering other candidates. Out of the students who said they were entitled to more, 70% were male, and out of those who considered they were entitled to the same salary, 71% were female. I believe that for women, a sense of fairness and a need to follow rules often comes into play in these situations. As we’ve seen, it’s likely these behavioral traits were instilled early on in childhood through games and during interactions with adults in their lives.

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