Women’s reticence to negotiate is often blamed for part of the gender pay gap, with naysayers claiming ‘you get what you ask for’. Yet more research shows that stereotypes about women who do attempt to negotiate are often a bigger part of the problem. The Journal of Organisational Behaviour and Human Decision Processes reported that people of both genders were more likely to want to negotiate against women - and even men who had feminine facial features.
This implies women, and even men with more feminine faces, are poor negotiators and therefore more appealing adversaries. The researchers at Cornell University found ‘people were systematically more aggressive to feminine featured faces – they were more demanding and would send in offers that compromised less. The only upside for women? Become a good negotiator and you’ll surprise the other side of the table – who clearly expect less from you.
A client bristled when a male colleague described her as a perfectly ‘competent woman’. Hardly the most glowing of recommendations, but it turns out statistically – he was right. In an effort to unpick assumptions we make about male and female leaders, research published recently in the Journal of Applied Psychology looked at 95 separate previous studies and found no overall gender difference in the perceived effectiveness of leaders.
However, when they looked at who was making the judgement they found a significant difference. According to self-reports, men rated themselves more favourably than women rated themselves. However, when the judgement was in the eyes of others, women were perceived as more competent than their male colleagues. So men’s self-confidence was tops, but women were viewed as more competent by everyone around them. Female Breadwinners wonders how much further we’d get if 360 feedback was valued more than self-reports – which are clearly prone to unwarranted exaggeration and gender bias.