Explaining gender differences in negotiation: A close replication of Amanatullah and Morris (2010).

We ran a replication study that closely mirrored an influential past study, which found that women (as compared to men) ask for lower salaries because they more readily think that other people would evaluate them negatively. The past study also suggested that these gender differences occur only when women and men negotiate for themselves, but not when they negotiate on behalf of a friend. In our replication study, we did not observe that gender differences depended on whether they negotiated for themselves or for a friend. We only observed that women (as compared to men) more readily anticipated negative evaluations and, as a result, asked for lower salaries.