The Salience Barrier

Salience is when a trait like gender becomes more prominent and a salience barrier is when the salience results in undesirable consequences. Imagine a female manager walking into her first staff meeting and it is a room full of men. Her gender has become salient. The men in the room will naturally change their behavior…

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022 – How Women Can Be Better Negotiators

How Women Can Be Better Negotiators

In this episode, Dr. Linda Babcock, the James M. Walton Professor of Economics and Professor of Social and Decision Sciences at Carnegie Mellon University, talks about the factors that help close the performance gap between women and men when it comes to negotiation. Dr. Babcock shares her research findings on interventions that help level the…

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