When Doesn't it Hurt Her to Ask? Framing and Justification Reduce the Social Risks of Initiating Compensation

Previous research shows that initiating compensation negotiations is socially risky for women (Bowles, Babcock, & Lai, 2007). The current research investigates whether there are ways women can ask to minimize these social risks. In three studies, we test impressions created by alternative frames and justifications for initiating compensation negotiations. We identify two strategies for reducing the social risks for women of asking for higher compensation: (1) using a communal frame to communicate concern for relationships and (2) justifying the request with external validation (viz., outside offer). However, findings suggest both strategies are vulnerable to negative interpretation when used in combination. In conclusion, we offer principles but no clear-cut solutions for minimizing the social risks to women of asking for higher pay.