Finding a bargain at a shoe store is not the same skill as negotiating salary, in fact, it's not negotiating at all unless, like I said, malls are more prone to accept bargaining over prices where you are than where I am.
In fact, I wonder if the underlying mentality required to "bargain hunt" isn't more supportive of my point than yours. Why do women shop for bargains? Could it have anything to do with the mentality that Loriel built an entire marketing campaign around in order to get women to spend the extra money on a name brand vs. a discount product: "Because you're worth it."? Sounds to me like women who are hunting for bargains may very well be interested in getting a good deal but could also be reacting mentally to different factors, among them "I'm worth it but only because I got it at a real good price", not simply "I'm worth it" or "I've earned it" (using earn in the literal sense).
Applying that mentality to the workplace, they don't ask for more money because they don't believe, or know, that they're
worth more than they're being offered as a rule.
Some stats from "Women Don't Ask: Negotiation and the Gender Divide"
http://www.womendontask.com/stats.html- Men initiate negotiations about four times as often as women.
- Women will pay as much as $1,353 to avoid negotiating the price of a car...
- Women are more pessimistic about the how much is available when they do negotiate and so they typically ask for and get less when they do negotiate — on average, 30 percent less than men.
- 20 percent of adult women (22 million people) say they never negotiate at all, even though they often recognize negotiation as appropriate and even necessary.
- By not negotiating a first salary, an individual stands to lose more than $500,000 by age 60 — and men are more than four times as likely as women to negotiate a first salary.
- Another study calculated that women who consistently negotiate their salary increases earn at least $1 million more during their careers than women who don't.
Women Have Lower Expectations and Lack Knowledge of their Worth
- Many women are so grateful to be offered a job that they accept what they are offered and don't negotiate their salaries.
- Women often don't know the market value of their work: Women report salary expectations between 3 and 32 percent lower than those of men for the same jobs; men expect to earn 13 percent more than women during their first year of full-time work and 32 percent more at their career peaks."
Another interesting, and especially empowering read from an interview with the authors of "Psychology of Leadership: Some new approaches" which includes a chapter called "Claiming Authority: Negotiating Challenges for Women Leaders,"
http://hbswk.hbs.edu/item.jhtml?id=3711&t=strategyThis entitlement effect is a little hard to understand. Some of it is linked to perceived deservedness: In ambiguity, women perceive that they deserve less than men...
There is not just an effect of ambiguity. There is an effect of ambiguity where there's a "gender trigger" in the environment. We could argue for a long time where these triggers come from, but they tell women "You're worth less," or "This isn't a situation where you should push." Or, "Why don't you let the guy do this one?"...
A root cause, in addition to entitlement, relates to social role or behavioral expectations within society. We do have a greater expectation of niceness from women than from men. There's a body of research showing that when women step into the realm of stereotypically masculine behavior and need to use an authoritative or directive leadership style, or need to aggressively claim, saying, "You should give me more money and resources," that this doesn't feel right coming from a woman. There's some research that shows there's a backlash to women stepping into these masculine roles.
Again, discrimination isn't simply some employer sitting across the desk thinking "yay a woman - I can get more work from her for less money". But it is in how we are taught to think of ourselves, what our expectations should be and how we perceive our worth.
I think because you are a business owner, you think I'm telling you that you have to do something to make up the wage gap. I'm not. I'm saying that a wage gap exists because of pervasive discrimination against women in society that begins with our very first perceptions of ourselves and our worth. That is propagated throughout our schooling and follows us into the workplace. If we are taught, and we believe, we are worth less than men then we will continue to expect less than men and get less than men as a result.
However, if an employer is socially conscious of this phenomenon among women and wanted to do something to help amend for it, they could consider it when making an offer to a woman. If one knows that a man is going to negotiate salary, then the initial offer is usually lower than what the employer is willing to pay because they expect to be talked up. If one knows that a woman
isn't as likely to negotiate salary, then why not just come out and make a reasonable offer that would be comparable to what the male will get after negotiations? Too much to ask? Probably.