Still, in a 2017 study, Bowles and Babcock found that a team-oriented frame could indeed help—but only if used on its own. In their experiment, used in combination with a legitimate justification for the request (for instance, that you have another job offer on the table), it seemed likely to backfire for participants.
No social-science study can tell a woman what to do in any particular negotiation. The variables are too complex. And to suggest that women should be wary of asserting themselves in the workplace would be like telling Rosa Parks not to sit in the front of a bus. But, for now, any negotiation in which gender is involved remains a careful, precarious balancing act.
- Lean Out: The Dangers for Women Who Negotiate, NewYorker.com, June 11, 2017.
About the author:
Zhang Xin is Trainer at chinadaily.com.cn. He has been with China Daily since 1988, when he graduated from Beijing Foreign Studies University. Write him at: zhangxin@chinadaily.com.cn, or raise a question for potential use in a future column.
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