Linda C. Babcock

They concede faster when there's one-on-one bargaining going on.

You know, there was a famous line of research by Linda Babcock's work, Women Don't Ask, quote-unquote.

That headline, Women Don't Ask.

You know, women... initiate negotiations for themselves significantly less than men do, and that's across multiple industries and multiple countries.

Original music by Hans Del Sue and Allison Leyton-Brown.

Gratitude to the following researchers and their colleagues: Heidi Fritz and Vicki Helgeson on unmitigated communion, Vanessa Patrick on the acquaintance trap, Madeline Heilman and Julie Chen on gender and helping, Linda Babcock and colleagues on non-promotable tasks, Jennifer Bertl and Celia Moore on double jeopardy in the workplace, Daliam Kane and colleagues on giving versus giving in, Jerry Greenberg and Tom Tyler on legitimacy, Joel Brockner on receiver reactions, Hannah Riley Bowles on women and negotiation tactics, Ye Jin Park on referral aversion, Vanessa's co-authors Frank Flynn, Rachel Schlund, and Mahdi Rognanizad.

Thanks to Izzy Carter and Theo Vidler.

[upbeat music] All right, what's, what's one you wanna throw at me? What's, what's the hardest request for you to say no to?

okay.

So very clever experiment, Linda Babcock and colleagues at Carnegie Mellon.

And so they did this clever experiment where allow me to butcher the details for brevity.

So the kids go past a poster and it says, come down to the lab.