It seems that women don't negotiate as often as men. I get that. But, is that because they're not as good at it when they do negotiate? What happens when women do negotiate? >> There are often gender differences in how effective men and women are when they negotiate. >> Okay. >> And, it's greatest when there is a lot of uncertainty about the size of the pie. About what could be negotiated. So for example, if you think about negotiating about salary versus bonus. There's more information about what salaries might be versus what bonuses might be. And so the gender difference favoring men would be larger about bonuses than about salaries. >> > So salaries are common knowledge or a little bit, you can do some exploration. You can ask people what they're making. Possibly your network can help you, but bonuses, it's often hidden, people don't talk about it and it's much more subjective. So therefore, you don't really quite know did you get a high bonus, or what bonus to ask for. >> Exactly, again more uncertainty about what the pie is. The more the gender difference will be favoring men. >> Okay. And if we're just talking about salary. There's actually gender differences depending upon the standardization of the salary within the industry. So for example, there are some industries in which there's are a lot of variation in what people earn. In those industries gender differences favoring men will be biggest. Compared to an industry where it's very standardized. Were people will make about the same thing and there gender differences won't be so large. >> Does it depend upon the topic? >> Now that's a great question. Yes, in fact it does, when the topic is more masculine the gender differences do favor men. For example, for my research, when people negotiating over the price of motorcycle headlights, women only got about 37% of the pie in that case. But when they were negotiating over a fancy lamp or bead which tend to be thought of as more feminine, actually women got 48% of the pie. The gender difference will also depend on who the negotiation is for. So we had executive MBA students negotiate over salaries, either for themselves, or on behalf of another person. And what we found is that when men and women were negotiating for their own salary, men did slightly better. They got about 3% higher salaries than did women. But when men and women were negotiating salaries on behalf of somebody else. Women have really outperformed men. They got 14% more than the men. So put it another way. It actually doesn't matter if men are negotiating for themselves versus another person, they do about the same. But women do much better negotiating for someone else versus for themselves.