Nice guys don’t get ahead in salary negotiations, but they don’t finish last either, a new study finds. That position is left for women, whether or not they’re nice.
Men with disagreeable personalities outearn men with agreeable personalities by about 18 percent, according to research to be published this fall in the Journal of Personality and Social Psychology. Disagreeable women, on the other hand, earn only about 5 percent more than their sweet and gentle counterparts.
That may be because people judge no-nonsense women more harshly than no-nonsense men, said study researcher Timothy Judge of the University of Notre Dames’ Mendoza College of Business. The new research also found that disagreeable women were less likely to be recommended for a promotion than disagreeable men.