News

Are Women Worse Than Men At Salary Negotiation?

October 6, 2021

team of USC researchers who have long employed virtual humans to understand social behavior set out to find whether women performed differently than men during a salary negotiation.

The results show men and women are equally bad at it. In addition, the research suggests that if women perform worse in a real-world environment for salary negotiation, it is likely due to systemic, implicit biases among recruiters.

The study also counters some prior work that suggests that women are worse than men at negotiating their salary, the researchers said.

The study was led by recent USC computer science PhD graduate Emmanuel Johnson, along with researchers Gale Lucas and Jonathan Gratch of the USC Institute for Creative Technologies and Peter Kim of the USC Marshall School of Business. The results were presented at the 21st ACM International Conference on Intelligent Virtual Agents.

Read more in USC News.