Are There Any Research on Racial Differences?

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There is not a lot of existing research on racial differences in general, a let alone racial differences amongst women at the negotiation table. But i am aware of several colleagues who are engaging in these projects. We know that there is likely going to be a distinction with regard to how people will react to them at the negotiating table. For black women, however, we also did not find a difference in terms when they behave dominantly, verses when they behave communally. A black woman leader who is behaving in a dominant manner is not at odds with the stereotypes that we would have of her. And so as a result, she is actually giving much more behavior aleeway.

Don’t negotiate against yourself. It’s OK to drop the ball. Sleep. We get wisdom from women who are experts on how we work — and who have advice on how to ask for more money, achieve more by doing less, and avoid burning out.

We talk with Duke University management professor Ashleigh Shelby Rosette about negotiating, Thrive Global CEO Arianna Huffington about sleep, Levo Chief Leadership Officer Tiffany Dufu about dropping the ball, and New Yorker writer Susan Orlean about confidence. Then HBR senior editor Alison Beard teams up with Amy to answer a few of your questions about work.

Our HBR reading list:

“Nice Girls Don’t Ask” by Linda Babcock, Sara Laschever, Michele Gelfand, Deborah Small

“Can an Agentic Black Woman Get Ahead? The Impact of Race and Interpersonal Dominance on Perceptions of Female Leaders” by Robert W. Livingston, Ashleigh Shelby Rosette, and Ella F. Washington

HBR Guide to Negotiating by Jeff Weiss

“How to Keep Email from Ruining Your Vacation” by Arianna Huffington

“Connect, Then Lead” by Amy J.C. Cuddy, Matthew Kohut, and John Neffinger

“Women, Find Your Voice” by Kathryn Heath, Jill Flynn, and Mary Davis Holt

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Email us: womenatwork@hbr.org

Our theme music is Matt Hill’s “City In Motion,” provided by Audio Network.