Don't Just Ask: Why Women Don't Negotiate »
“When I was in business school, I learned about a case that had been run experimentally. I may hash some of the details, but the gist is that half the classes that used it read about “John” facing a tough management problem, while the other half read about “Jane” facing the same problem. No detail other than the names had been changed.
But what a difference a name makes! ”John” was a strong, thoughtful leader making tough choices about what was best for his group. ”Jane” was a headstrong bitch who was wildly overstepping her authority and generally making a mess of things.”
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