Further investigation into the question of why women are less likely to negotiate finds that men actively discriminate against both men and women who negotiate. However, they are more than twice as offended by a woman negotiating as by a man doing the same thing. The article concludes that women tend not to negotiate because they understand doing so has, for them, high social costs. The cost-benefit analysis for men often comes out more favorable for negotiating.
Subsequent studies used actors who recorded videos of themselves asking for more money or accepting salaries they had been offered. A new group of 285 volunteers were again asked whether they would be willing to work with the candidates after viewing the videos. Men tended to rule against women who negotiated but were less likely to penalize men; women tended to penalize both men and women who negotiated, and preferred applicants who did not ask for more.
Now if we apply this psychological insight to the political arena, no wonder Hillary Clinton has such high negatives from both men and women.
