Women consistently earn less than men for the same work, a disparity often linked to differences in negotiation behaviors between genders. Recent studies indicate that these disparities begin early, with boys as young as elementary school age asking for more during negotiations than girls. This behavior is partly due to girls perceiving themselves as less deserving from an early age.
In a series of three studies involving 462 children aged 6 and 12, researchers from New York University and Boston College explored gender differences in negotiating behaviors. The children participated in tasks and were asked about their perceptions of negotiations, as well as engaged in negotiations for rewards such as candy and funny pictures. These findings were published in *Developmental Psychology*.
One study involved children completing a task where they responded to smiley and frowny faces on a screen by identifying them as "happy" or "sad." Initially, the task was straightforward, but it became more challenging when the rules were reversed, requiring them to say "sad" for smiley faces and "happy" for frowny faces. After finishing, the experimenter praised their performance and offered a bonus of funny pictures. When asked how many pictures they deserved, girls requested fewer than boys, despite both genders performing equally well on the task.
The researchers found that girls believed they performed worse than boys, illustrating a significant gender gap in self-perception. This lack of confidence significantly influenced the number of pictures girls requested. Conversely, boys overestimated their competence compared to girls and reality, leading them to negotiate for more resources.
Previous research has shown similar patterns among adults, where women underestimate their performance relative to men and feel less entitled to higher pay. Studies also indicate that boys tend to score higher in narcissism and self-esteem than girls, even though girls generally outperform boys academically from elementary school through high school.
One potential reason girls requested fewer pictures is the fear of being perceived as less likable if they ask for too much. In adult negotiations, women often anticipate negative reactions or backlash when asking for more, which can lead them to aim lower. However, in this study, anticipated backlash did not explain the observed differences in negotiation behavior. Both boys and girls reported similar expectations regarding how negotiators would react to their requests. Additionally, girls did not believe it was less appropriate for them to ask for things.
The researchers concluded that the primary factor influencing negotiation behavior was children's self-perceptions of competence. Boys believed they performed better than others at the task and, consequently, negotiated for more resources. Girls, on the other hand, underestimated their abilities, leading to lower requests.
The origins of girls' lower self-evaluations likely stem from societal norms, stereotypes, and early experiences that subtly suggest boys are more capable or deserving. This lack of confidence can hinder girls' ability to advocate for themselves, affecting not only childhood negotiations but also future career opportunities and salary discussions. To address this issue, it is essential to create environments that encourage girls to recognize and value their abilities. Closing this confidence gap is crucial for achieving gender equity in negotiations and pay.