June 12, 2018
It should come as no surprise that men and women are still treated unequally in the workplace, with women being both paid less and underrepresented in top jobs in corporate America. But there is another, subtler source of inequality that can affect entrepreneurs, too: Women often don’t get what they want and deserve because they don’t ask for it. A recent report in Harvard Business Review indicated that men are more likely than women to negotiate for what they want. When extrapolated to the entrepreneurial world, these findings could have a significant impact on the earning capacity of women-owned businesses if they under-price their products or services. “If You Don’t Ask, You Don’t Get” The studies reported in the Harvard Business Review (Babcock, et al., October 2003) found that women were less likely than men to negotiate for themselves for several reasons: Women are often are socialized from an early age not to promote their own interests and to focus instead on the needs of others. They receive this message from parents, teachers, other children,…
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