Knowing When to Ask : The Cost of Leaning-in

  title={Knowing When to Ask : The Cost of Leaning-in},
  author={Christine L. Exley and Muriel Niederle and Lise Vesterlund},
Gender differences in the propensity to negotiate are often used to explain the gender wage gap, popularizing the push for women to “lean-in” and negotiate more. In an environment where women who negotiate achieve positive returns, we find that negotiating more is costly: women appear to know when to ask. Relative to women, men enter negotiations more often and experience less financial harm from negotiating more. While both genders positively select into negotiations on observable… CONTINUE READING


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