Lots of research suggests that men are more likely than women to negotiate their starting salary. Now a real-world study finds that the description of the job determines which sex is more likely to speak up.
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In contrast to prior studies, this one advertised actual jobs. Researchers placed help-wanted ads for administrative assistants in nine American cities and got responses from roughly 2,400 job-seekers. When pay wasn't explicitly termed negotiable, men were 29% more likely to negotiate than women. But when pay was explicitly negotiable, women were 9% more likely to negotiate.
Negotiating starting pay is important, the authors report. Earlier research has found that workers who fail to negotiate starting salaries lose more than $500,000 in income by age 60.
"Do Women Avoid Salary Negotiations? Evidence From a Large Scale Natural Field Experiment," Andreas Leibbrandt and John A. List, National Bureau of Economic Research Working Paper 18511
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