Women and Salary Negotiation: Findings from A Two-University Field Study, Springfield, Missouri

Our two-university field study conducted at Drury University and Cox College in Springfield, Missouri, examined women’s experiences with salary negotiation, including whether they had negotiated before, what stopped those who had not, and what they believed would help them negotiate in the future. Among the 40 women surveyed, 52.5% had never negotiated their salary, while 78.9% of those who had negotiated reported receiving what they asked for. The findings offer a closer look at the barriers that can keep women from making the ask—and what may help change that.