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  • March 2020
  • Article
  • Journal of Political Economy

Knowing When to Ask: The Cost of Leaning-in

By: Christine L. Exley, Muriel Niederle and Lise Vesterlund
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Abstract

Women's reluctance to negotiate is often used to explain the gender wage gap, popularizing the push for women to “lean-in" and negotiate more. Examining an environment where women achieve positive profits when they choose to negotiate, we find that increased negotiations are not helpful. Women know when to ask: they enter negotiations resulting in positive profits and avoid negotiations resulting in negative profits. While the findings are similar for men, we find no evidence that men are more adept than women at knowing when to ask. Thus, our results caution against a greater push for women to negotiate.

Keywords

Negotiations; Leaning-in; Selection; Negotiation Participants; Negotiation Style; Gender

Citation

Exley, Christine L., Muriel Niederle, and Lise Vesterlund. "Knowing When to Ask: The Cost of Leaning-in." Journal of Political Economy 128, no. 3 (March 2020): 816–854.
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About The Author

Christine L. Exley

Negotiation, Organizations & Markets
→More Publications

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More from the Authors
  • Nonprofits in Good Times and Bad Times By: Christine L. Exley, Nils H. Lehr and Stephen J. Terry
  • When Do Individuals Give Up Agency? The Role of Decision Avoidance By: Holly Dykstra, Christine L. Exley and Muriel Niederle
  • The Gender Minority Gaps in Confidence and Self-Evaluations By: Billur Aksoy, Christine L. Exley and Judd B. Kessler
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