Sublime

The best negotiators and leaders are the ones who ask the right questions and therefore get the right information to help them make better deals.

Because businesses with more women in senior positions make more money.

As one of those women, Lois Carrier, told me, “Until a woman learns to value herself, she’s not going to be valued by an employer (or client).”

But in the cash-incentive version, the men blew away the women.

income soared. “I work very hard from nine to noon,” she said. “Then I have lunch on my deck, look at the birds, and from one to two, I watch a soap opera while I read my mail. Then maybe I’ll work two more hours. I discovered, if I’m efficient and focused, I don’t really need to put in all those hours.” I was genuinely surprised at how many women,

Regardless of whether they were negotiating for themselves or others, the men requested starting salaries averaging $49,000. The women followed a different path. When they were negotiating for themselves, they requested starting salaries averaging only $42,000—16.7 percent lower than the men. This discrepancy vanished when the women negotiated on

This tells us that having the money in an account dedicated to a particular activity influenced our participants to spend more. Fifty percent more, in this case.

in her research, she has found that women, but not men, are penalized for asking for more money in a negotiation. They’re penalized by men—and they’re penalized by other women. Perceived aggression in women is not only not valued; it’s seen in a negative light. In men, on the other hand, it’s viewed as evidence of great potential.