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Why Women Face a Higher Negotiation Penalty
Episode 91 of Women at Work with Fexingo explores the negotiation penalty women face in salary and promotion talks. Lucas and Luna dive into a 2023 study by Harvard Business School professor Francesca Gino, which found that women who negotiate are perceived as less likeable and less hirable than identical male counterparts. They discuss the 'likeability-competence trade-off,' citing real-world data: women negotiate as often as men, but succeed only 15% of the time compared to 30% for men. The episode examines structural solutions, including transparent salary bands and negotiation training…
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