Asians don't ask? Relational concerns, negotiation propensity, and starting salaries.
研究比较了东亚/东南亚裔、南亚裔和白人MBA毕业生的起薪差异，发现东亚/东南亚裔因谈判倾向较低导致薪酬更低，且该差异在非咨询行业尤为显著。
of the three groups (East/Southeast Asians, South Asians, and Whites). In further support of negotiation propensity as a mechanism, we identified industry as a boundary condition: The salary gap was not observed for consulting jobs, where MBA starting salaries are typically standard and non-negotiable. The non-consulting salary gap between East/Southeast and South Asians was estimated to be $4,002/year, a sizable difference that can compound over career life. Study 2 found similar results in a non-MBA sample while further accounting for individuals' bargaining power (e.g., the number of alternative offers, the highest alternative offer). In revealing the differences between East/Southeast and South Asians, this research moves beyond the predominant West-versus-East paradigm and reveals a more complex reality underneath Asian prosperity. (PsycInfo Database Record (c) 2023 APA, all rights reserved).