As an aside: this work is the culmination of my first year grad school project and I'm so excited it's finally out! 🎉

Our work suggests that gender differences in negotiation emerge relatively early (7-12s) and that differences may be due more to girls’ and boys’ beliefs about themselves than differences in their beliefs about negotiation

An important caveat: girls only negotiated less than boys in a live negotiation (Study 3). When girls and boys were imagining negotiating with an adult, there were no gender differences in negotiation (Studies 1 + 2). In person interactions could heighten children’s awareness of gender

Our work suggests 2 reasons why boys negotiate more: (1) boys think they did better at the task they’re negotiating for (even though they didn’t) + (2) boys are more likely to “push boundaries”—boys who thought negotiating was more common, permissible, etc negotiated more than girls who thought so

Where girls and boys differed, however, was their negotiation behavior (how many pictures they thought they should get for completing an activity) in a live negotiation with a real adult: the typical boy negotiated for more than about 65% of girls ‼️ Why, then, are boys negotiating more than girls?

Across three studies (N = 462) we found that girls + boys had remarkably similar perceptions of negotiation: they thought it was similarly likely and permissible to negotiate, they would receive similarly little backlash for negotiating, and they would get the same utility from negotiating