TY - JOUR
T1 - Unraveling the Gender Gap in Negotiation
T2 - How Children’s Perceptions of Negotiation and of Themselves Relate to Their Bargaining Outcomes
AU - Arnold, Sophie H.
AU - McAuliffe, Katherine
AU - Cimpian, Andrei
N1 - Publisher Copyright:
© (2025), (American Psychological Association). All Rights Reserved.
PY - 2025
Y1 - 2025
N2 - Women tend to negotiate less than men, which—along with other well-documented interpersonal and structural factors—contributes to persistent gender gaps in pay for equal work. Here, we explore the developmental origins of these gender differences in negotiation. Across three studies (N = 462), we investigated 6- to 12-year-old girls’ and boys’ perceptions of negotiation (e.g., howcommon and permissible it is to negotiate) and gave children opportunities to negotiate for resources themselves. These opportunities were hypothetical in Studies 1 and 2 and actual in Study 3. Overall, girls and boys had similar perceptions of negotiation. However, the links between perceptions and negotiation behavior often differed by gender, especially in the context of an actual negotiation (Study 3). Boys’—but not girls’—negotiation requests were higher when they thought that (a) other children asked for more, (b) it was permissible to ask for more, (c) they would not receive backlash for asking for more, and (d) asking for more would actually get them more. In contrast, girls’ negotiation requests were uniquely predicted by how competent they thought they were at the task for which they negotiated a reward—that is, how deserving they thought they were. Notably, boys overestimated their competence (both relative to girls and relative to reality) and negotiated for more resources as a result. Understanding the early origins of gender differences in negotiation provides insight into how to prevent the emergence of such differences and dismantle persistent gender inequities in society.
AB - Women tend to negotiate less than men, which—along with other well-documented interpersonal and structural factors—contributes to persistent gender gaps in pay for equal work. Here, we explore the developmental origins of these gender differences in negotiation. Across three studies (N = 462), we investigated 6- to 12-year-old girls’ and boys’ perceptions of negotiation (e.g., howcommon and permissible it is to negotiate) and gave children opportunities to negotiate for resources themselves. These opportunities were hypothetical in Studies 1 and 2 and actual in Study 3. Overall, girls and boys had similar perceptions of negotiation. However, the links between perceptions and negotiation behavior often differed by gender, especially in the context of an actual negotiation (Study 3). Boys’—but not girls’—negotiation requests were higher when they thought that (a) other children asked for more, (b) it was permissible to ask for more, (c) they would not receive backlash for asking for more, and (d) asking for more would actually get them more. In contrast, girls’ negotiation requests were uniquely predicted by how competent they thought they were at the task for which they negotiated a reward—that is, how deserving they thought they were. Notably, boys overestimated their competence (both relative to girls and relative to reality) and negotiated for more resources as a result. Understanding the early origins of gender differences in negotiation provides insight into how to prevent the emergence of such differences and dismantle persistent gender inequities in society.
KW - gender
KW - negotiation
KW - social cognitive development
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U2 - 10.1037/dev0001898
DO - 10.1037/dev0001898
M3 - Article
AN - SCOPUS:85215848520
SN - 0012-1649
JO - Developmental psychology
JF - Developmental psychology
ER -