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Children Show a Gender Gap in Negotiation.
Sophie H Arnold1,2, Katherine McAuliffe1
1Department of Psychology, Boston College.
Psychological Science
|January 6, 2021
Summary
Gender pay gap research shows negotiation differences emerge early. Boys negotiated similarly with male and female evaluators, while girls negotiated for less with male evaluators.
Area of Science:
- Developmental Psychology
- Behavioral Economics
- Gender Studies
Background:
- A significant gender wage gap persists in the United States, with women earning less than men.
- Differences in negotiation styles are a proposed explanation for this wage gap.
- It remains unclear if these negotiation differences stem from experience or early development.
Purpose of the Study:
- To investigate the developmental origins of gender differences in negotiation.
- To determine if negotiation disparities are present in early childhood.
Main Methods:
- 240 children aged 4-9 years participated in a negotiation task.
- Children negotiated for a bonus with either a male or a female evaluator.
- Negotiation outcomes were analyzed based on child's gender and evaluator's gender.
Main Results:
- Boys' negotiation requests did not differ based on the evaluator's gender.
- Older girls requested a smaller bonus from male evaluators compared to female evaluators.
- These findings indicate an early emergence of gendered negotiation patterns.
Conclusions:
- Gender disparities in negotiation manifest in early childhood.
- Childhood is a critical period for addressing the roots of the gender wage gap.
- Early interventions may be crucial for mitigating future negotiation inequalities.
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