Women and Salary Negotiation: The Costs of Self-Advocacy

Abstract

Introducing the concepts of self- and other-advocacy should prove useful as a means of understanding the different contexts in which women and men can effectively and comfortably exert power and influence when making requests. In this conceptual paper, social psychological research is reviewed demonstrating that women can advocate effectively on behalf of others without incurring costs, but gender-linked stereotypes, roles, and norms constrain them from advocating as freely and effectively for themselves. It is argued that women do not frequently make requests for themselves, because they have learned that they may ultimately lose more than they gain. This gendered difference has implications for ongoing pay and promotion inequities.