Our guest in this episode is HBS Professor Christine Exley, who has raised a caution flag about the popular notion that women short-change themselves by not negotiating enough. If it were true, the cost would be significant, especially when it comes to salary. But as Christine and her co-authors reported in a recent HBR article (“Women Who Don’t Negotiate Might Have a Good Reason”), the difference between men’s and women’s willingness to negotiate is smaller than commonly thought. And, when women decline to negotiate, they’re often exercising good judgment.
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