When it comes to different characteristics of negotiation styles, a growing body of research suggests that status consciousness varies depending on the gender of interested parties.
First, men tend to care more about status than women do. Using a university-sponsored fundraising campaign, researchers Bruno S. Frey and Stephan Meier of the University of Zurich examined how social-comparison information affected contribution rates.
- Male students who learned that a high percentage of students had contributed to the campaign were more likely to make a contribution than were female students who received the same information.
In the context of gender differences in negotiation, professors John Rizzo of Stony Brook University and Richard Zeckhauser of Harvard University asked a group of young physicians about their reference groups and salary aspirations.
- Male physicians compared themselves to reference groups that earned higher salaries than the ones female physicians selected.
- In addition, men’s salary reference points were more indicative than women’s of how much they earned later.
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