Knowing When to Ask: The Cost of Leaning In
通过实验室实验发现，女性比男性更少主动谈判，但她们会正向选择谈判时机，因此强制要求女性“主动争取”反而可能不利。
Gender differences in the propensity to negotiate are often used to explain the gender wage gap, popularizing the push for women to “lean-in.” We use a laboratory experiment to examine the effect of leaning-in. Despite men and women achieving similar and positive returns when they must negotiate, we find that women avoid negotiations more often than men. While this suggests that women would benefit from leaning-in, a direct test of the counterfactual proves otherwise. Women appear to positively select into negotiations and to know when to ask. By contrast, we find no significant evidence of a positive selection for men.