Karlene Meister

A new study from the Melbourne Business School shows that it is more important for women to be likeable than competent if they want to see a raise in their pay or to get a promotion.

The study found that gender stereotypes still exist when it comes to the ever present wage gap between men and women. When it comes to negotiation, competence is regarded as a male gender stereotype. So if a woman demonstrates her competence it somehow violates her own gender stereotype of being accommodating and relationship focused. Part of the reason for the wage gap, according to the study, is that women are reluctant to negotiate, and when they do they often ask for less. But harder negotiating is not the answer, as this creates a backlash where they get poorer performance reviews because they are not "likeable" and are perceived as acting pushily.

The research concludes that women can start negotiations by building rapport and finding common ground to show that they have the same values and goals as the person they are negotiating with.

Do you agree with this study? Do you believe that women should be "nicer" in order to move ahead? Do share your thoughts!