Even at a Young Age, Boys Ask for More in Negotiations

Research Reveals Gender Differences in Negotiation Behaviors

A new set of studies has found that boys begin asking for more than girls in negotiations as early as elementary school. The research, conducted by professors at New York University and Boston College, examined the negotiating behaviors of 462 boys and girls aged 6 and 12.

Boys and Girls Perform Equally Well, but Perceptions Differ

In one of the studies, children completed a task and were then asked how much they deserved for their performance. Girls requested less than boys. To complete the task, the children were asked to respond to smiley and frowny faces on a screen by saying “happy” or “sad” as quickly and accurately as possible.

Task and Perceptions

The children began with a straightforward set of trials, where their responses aligned with the emotions shown on the faces. Next, they moved to a more challenging set of trials, where the rules were reversed—requiring them to say “sad” for smiley faces and “happy” for frowny faces.

Girls Believe They Did Not Do as Well as Boys

After completing the task, the experimenter told the children they had done a great job and deserved a bonus of funny pictures. The children were then asked how many pictures they thought they should receive. Girls asked for fewer pictures than boys, despite performing equally well.

Confidence Gap: A Key Factor

The researchers found that the gender gap in self-perception was a key factor behind the gender differences in the number of pictures requested. Girls believed they didn’t do as well as the boys, which led to their lower demands. In contrast, boys overestimated their competence and negotiated for more resources.

Earlier Research Suggests Similar Patterns

Previous research has found that adult women also underestimate their performance relative to men and that men feel entitled to more pay than women. Additionally, earlier research has shown that boys tend to score higher in narcissism and self-esteem than girls, despite girls outperforming boys academically.

Why Girls Ask for Fewer Pictures

One possible reason girls asked for fewer pictures is that they may have learned that asking for too much could make them seem less likable. However, the researchers found that anticipated backlash didn’t explain the differences between boys’ and girls’ negotiation behavior.

Conclusion

The study suggests that the roots of girls’ lower self-evaluations likely stem from societal norms, stereotypes, and early experiences that subtly reinforce the idea that boys are more capable or deserving than girls. Addressing this issue requires creating environments that encourage girls to recognize their abilities and promoting confidence in their negotiation skills. Closing this confidence gap is critical to achieving gender equity in negotiations and pay.

FAQs

* What was the purpose of the study?
+ To examine the negotiating behaviors of 462 boys and girls aged 6 and 12.
* What were the findings of the study?
+ Boys asked for more pictures than girls, despite performing equally well.
* What was the key factor behind the gender differences in the number of pictures requested?
+ The gender gap in self-perception, with girls believing they didn’t do as well as the boys.
* What are the implications of the study?
+ The study highlights the importance of addressing the confidence gap between boys and girls and promoting gender equity in negotiations and pay.