The following is an excerpt from SHERYL SANDBERG | September 27, 2016 | WSJ.com |
A freelance film director recently described walking into a negotiation. She was ready: She had armed herself with stats and evidence and had practiced her pitch. But instead of diving into why she deserved the project—and the money that came along with it—she began with the following: “I just want to say up front that I’m going to negotiate, and the research shows that you’re going to like me less when I do.”
She could see the wheels turning in the minds of her colleagues. But she was right. When women ask for what they deserve, they often face social pushback—and are viewed as “bossy” or “aggressive” simply for asking. So she came up with a solution: Call out the bias before it could surface. It worked.
The “too aggressive” penalty is just one of the findings from Women in the Workplace 2016, a study by LeanIn.Org and McKinsey & Co. being released today. Based on a survey of 132 companies employing more than 4.6 million people, the study is, to our knowledge, the most comprehensive annual review of women in corporate America.
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