Related Experiment Videos
Gender Differences in Negotiation Experiences Among Dental Specialists: A Cross-Sectional Study
Linda Sangalli1, Meghana Lodhavia1, Caroline Sawicki2
1College of Dental Medicine, Midwestern University, Downers Grove, Illinois, USA.
Background:
Negotiation is a critical skill influencing career advancement and salary equity. We examined gender differences in negotiation behaviors, preparedness, and cognitive perceptions among dental specialists, and how these behaviors changed across career progression.
Method:
An anonymous REDCap survey (Cronbach's α = 0.73) was distributed online via professional organization listservs of dental specialties between August 2025-March 2026, assessing negotiation behavior, preparedness (0-6; 6 = extremely prepared), satisfaction (1-5; 5 = very satisfied), competitive and apprehensive style (0-10, 10 = extremely), confidence and understanding (0-10, 10 = extremely) between first and most recent jobs. Gender comparisons were evaluated using chi-square, Mann-Whitney U and McNemar tests; binary logistic regression tested factors associated with negotiation behavior.
Results:
Among 169 respondents (58.6% women, 47.9% working in academia), women were significantly less likely than men to negotiate their first job (26.0% vs 44.6%, p = .025, φ = 0.20), a difference no longer significant at their most recent job (70.0% vs 73.4%, p = .642, φ = 0.04). At their first job, women reported significantly lower preparedness (p <.001) and satisfaction (p = .040) than men, which differences lost significance at their most recent job. At both jobs, women reported lower confidence and understanding of negotiation strategies (p's<.005). Negotiation preparedness (OR = 3.68, 95% CI 2.05, 6.59, p<.001) and working in private practice (vs. academia, OR = 3.32, 95% CI 1.19, 9.25, p = .022) were independently associated with negotiating the first job offer, with gender becoming not significant after adjusting for negotiation preparedness.
Conclusion:
Gender differences in negotiation behavior at first job offers attenuated over time and were largely explained by differences in negotiation preparedness, supporting preparedness as potential target for dedicated interventions.
Related Concept Videos
02:12Relationship Formation
01:21Barriers to Effective Communication II
Cultural barriers:
Differences in values, beliefs, religion, knowledge, and tradition can significantly impact communication. Awareness of nonverbal cues is critical, especially when conversing with a patient from a different culture. What appears appropriate in one culture may be inappropriate in another.
Semantic barriers:
As a result of their tendency to use...