Gender Inequality in Relation to Negotiation and Salary: Why Do Women Lose at Negotiation and What Can We Do about It?

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Gilmore, Jennifer
Master of Leadership Development
Gender inequality is applicable to all women, regardless of occupation, age, or years of service in an organization. While the gender inequality gap has narrowed over the last two decades, there remains a void in the salary of men and women, both in the United States and internationally.Although the art of negotiation is a risk for both genders, research has noted negotiation of a higher salary is proven to have increased economic benefits.However, given the gender stereotypes associated with women being ineffective negotiators, it is socially risky for women to negotiate compensation.Given this social risk, there are skills of women that can be helpful in negotiations, as well as skills females can learn to improve the outcomes of negotiations. Some include the ability to multitask, good listening skills,and feminine displays of cordiality.The effect of a woman's ability to negotiate also can be contributed to the gender stereotypes placed at an early age upon boys and girls by society. Individual difference factors and structural factors are influential in negotiation and career development.Gender inequities can be overcome by revisiting traditional leadership approaches, as well developing the knowledge of a successful negotiation.