Adam’s conclusion that “if we just discussed salary, we’d all earn more” doesn’t ring true.
as Jill Abramson would say: TOO BAD.
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.
Emily Amanatullah, assistant professor of management at the University of Texas, makes an argument for treating ourselves like a very good friend.