Why many women hesitate to negotiate

06/16/2014 | New Yorker (free content), The

Women are encouraged to negotiate at work, including on pay, but research has highlighted how women can face a greater backlash for negotiating than do men. "Women who don’t negotiate may not be refraining because they are shy," Maria Konnikova writes. "They may, instead, be anticipating very real attitudes and very real reactions that are borne out, time and again, in the lab and in the office."

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New Yorker (free content), The

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