So Amanatullah, now an assistant professor of management at the University of Texas, devised . In a simulation, she had men and women negotiate a starting salary for themselves. Then she had them negotiate on behalf of someone else.
When the women negotiated for themselves they asked for an average of $7,000 less than the men. But when they negotiated on behalf of a friend, they asked for just as much money as the men.
Amanatullah says when women advocate for themselves they have to navigate more than a higher salary: They’re managing their reputation, too. Women worry that pushing for more money will damage their image. Research shows they’re right to be concerned: Managers of both sexes are less likely to want to work with women who negotiate during a job interview.