Ask for It: The Impact of Self-Esteem, Situational Characterization, and Gender on the Propensity to Initiate Negotiation

This study analyzes the impact of self-esteem (high vs. low), situational characterization ( negotiate vs. ask ), and gender (men vs. women) on the likelihood an individual initiates negotiation (n = 140). Self-esteem was primed with a prompt and the participants were told they could either negotiate or ask for more money after completing two tasks. A main effect of situational characterization was found such that negotiation was more likely in the negotiate condition than in the ask condition. Neither self-esteem nor gender produced significant results. A significant interaction showed that men were more likely to negotiate in the ask condition, but there were no gender differences in the negotiate condition. Finally, gender differences in anticipated future earnings were found. Men held considerably higher expectations for average salary 5 years after graduating from college than women. These results have important implications for training students to negotiate for the salaries they deserve and moving closer to closing the gender wage gap