Why lower-class workers are less likely to negotiate for higher pay—and how it could cost some nearly $800,000
Michele Gelfand has studied and taught negotiation for years. A professor of organizational behavior at Stanford Graduate School of Business, she sees negotiation as a skill that is imperative for everyone to learn. "It's not something we're born with," she says. "It's something
The findings of Michele Gelfand's research on negotiation highlight a concerning disparity in the workforce, where lower-class workers are less likely to negotiate for higher pay. This is particularly significant as it can result in substantial losses, potentially up to $800,000, over the course of a career. The issue is not merely a matter of personal financial gain, but also speaks to broader societal and economic implications, including income inequality and social mobility.
Gelfand's assertion that negotiation is a skill that can be learned, rather than an innate ability, underscores the importance of education and training in this area. By recognizing negotiation as a teachable skill, organizations and policymakers can begin to address the systemic barriers that prevent certain groups from effectively advocating for themselves. This could involve incorporating negotiation training into school curricula, providing resources for workers to develop their negotiation skills, or implementing policies that promote transparency and fairness in compensation practices.
As we consider the implications of Gelfand's research, it's essential to watch how organizations and policymakers respond to these findings. Will we see a greater emphasis on negotiation training and education, particularly for lower-class workers? How might changes in negotiation practices impact income inequality and social mobility? By examining these questions, we can better understand the complex interplay between negotiation, socioeconomic status, and economic outcomes, and work towards creating a more equitable and prosperous society.
Originally reported by phys.org. NewsData adds analysis for science & discovery readers.