Ter mais poder na mesa de negociação ajuda as mulheres - mas também provoca reações
Um estudo em larga escala de negociaa§aµes de empregos descobriu que as mulheres com opa§aµes mais fortes eram penalizadas por serem muito assertivas.
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Uma nova pesquisa revela que as mulheres enfrentam obsta¡culos inesperados nas negociações e nas redes sociais. | iStock / jozefmicic
Em julho, um salva-vidas de 16 anos escreveu uma nota ao Washington Posto detalhando como ela e outra garota estavam recebendo menos do que os adolescentes com quem trabalharam. Duas semanas antes, a Universidade de Oregon pagou US $ 450.000 para resolver um processo movido por um professor de psicologia que descobriu que ela estava recebendo vários milhares de da³lares a menos do que seus colegas homens.
As disparidades entre mulheres e homens que trabalham em cargos semelhantes continuam a ser uma característica teimosa de muitos locais de trabalho. A disparidade salarial se manteve esta¡vel por mais de uma década nos Estados Unidos, com as mulheres ganhando 84 centavos para cada da³lar ganho pelos homens. Da mesma forma, para cada 85 mulheres que avana§am para cargos de gestão, 100 homens são promovidos, de acordo com um estudo recenteopen in new window da McKinsey.
Leis como a Lei de Igualdade Salarial e programas corporativos para lidar com a desigualdade de gaªnero ajudaram a combater algumas das discrepa¢ncias mais flagrantes. Poranãm, tendaªncias mais sutis e padraµes de desvantagem persistem. Pesquisas anteriores descobriram que as mulheres costumam ter um desempenho inferior ao dos homens nas negociações sobre sala¡rios, promoções e benefacios. Uma teoria para essa diferença de gaªnero éque as mulheres não são assertivas o suficiente quando negociam. Outra hipa³tese éque, quando as mulheres se afirmam, elas sofrem reação de seus parceiros de negociação.
Um novo artigo com coautoria dos professores da Stanford Graduate School of Business, Nir Halevy e Margaret Neale, separa essas explicações e revela uma dina¢mica complexa em ação. Em um estudo conjunto liderado por Jennifer Dannalsopen in new window do Dartmouth College e Julian Zlatevopen in new window da Harvard University, eles descobriram que homens e mulheres que negociam de uma posição de relativamente menos poder tem desempenho semelhante na mesa de negociação, enquanto os homens superam as mulheres quando negociam em uma posição de maior poder. Os autores explicam esse padrãoobservando que as mulheres que trouxeram opções de backup fortes para a mesa foram penalizadas por serem muito assertivas.
Vamos fazer um acordo
O estudo observou mais de 2.500 pessoas que participaram do mesmo exercacio de negociação nos últimos cinco anos. Quase um quinto dos participantes eram estudantes, incluindo MBAs; outro quinto eram executivos denívelC. Trinta e cinco por cento eram mulheres.
Os pesquisadores dividiram os participantes em pares e designaram aleatoriamente a eles o papel de um candidato ou recrutador que negociava uma hipotanãtica oferta de emprego. Os pares tiveram 30 minutos para acertar os detalhes. Cada participante ganharia ou perderia pontos com base em quanto bem eles ganharam concessaµes e descobriram oportunidades para trocas mutuamente benanãficas em oito questões, incluindo sala¡rio, ba´nus inicial, dias de fanãrias e local de trabalho. Eles ganharam de 4.800 a 13.200 pontos, com o participante mediano ganhando 5.100 pontos.
Cada negociador recebeu uma alternativa - uma opção externa que eles poderiam usar para informar sua posição de barganha ou recorrer se nenhum acordo fosse alcana§ado. Os candidatos foram informados de que tinham outra oferta de emprego esperando por eles; os recrutadores foram informados de que tinham outro candidato que poderia ocupar o cargo. Alternativas “fortes†valiam 4.500 pontos, enquanto alternativas “fracas†valiam 2.200. Nenhum dos participantes sabia o valor da alternativa de seu parceiro.
O desempenho manãdio de homens e mulheres nesta simulação de negociação não diferiu significativamente, mas uma lacuna de gaªnero nos resultados surgiu quando as negociadoras tiveram uma forte opção externa. Este efeito apareceu em negociações mistas e do mesmo sexo. “Descobrimos que quando uma negociadora tinha uma alternativa forte, as chances de um impasse aumentavam dramaticamenteâ€, diz Halevy.
O paradoxo do empoderamento
Os pesquisadores descobriram que as mulheres que negociam com uma alternativa forte são consideradas tão ambiciosas ou assertivas quanto os homens que negociam com uma alternativa forte. Ambos definem metas e valores de reserva semelhantes (o nega³cio menos favora¡vel com o qual concordariam). No entanto, os homens tiveram mais sucesso do que as mulheres na negociação de um resultado que os beneficiasse.
Quando um negociador do sexo masculino tinha uma alternativa forte, ele conseguia obter cerca de 964 pontos a mais do que um homem com uma alternativa fraca, enquanto as negociadoras com alternativas fortes extraaam apenas cerca de 531 pontos a mais do que as mulheres com uma alternativa fraca. Quando duas mulheres com alternativas fortes estavam negociando uma com a outra, era mais prova¡vel que chegassem a um impasse, ou não chegassem a qualquer tipo de acordo - uma perda para ambas as partes.
"As pessoas tem essa noção de que a capacitação pode resolver rapidamente vários problemas no local de trabalho. Mas o empoderamento não éuma panacanãia."
Nir Halevy
Esses resultados sugerem que simplesmente se sentir encorajado ou empoderado por uma opção alternativa forte não ésuficiente para ajudar as mulheres a terem sucesso nas negociações. “As pessoas tem essa noção de que a capacitação pode resolver rapidamente vários problemas no local de trabalhoâ€, diz Halevy. “Mas o empoderamento não éuma panacanãia.â€
As descobertas apa³iam a noção de que as mulheres provavelmente enfrentara£o resistência a medida que galgarem a escada corporativa, especialmente a medida que suas opções de carreira se expandem e melhoram. Tambanãm sugere lições prática s para gerentes que desejam abordar a desigualdade de gaªnero e os preconceitos no local de trabalho.
“Incentivar as mulheres a serem mais ambiciosas não ésuficienteâ€, diz Halevy. “O que precisamos fazer éproteger os funciona¡rios de reações adversas quando eles agem de forma ambiciosa. Precisamos gerenciar melhor o processo de negociação. â€
As organizações podem instituir políticas e prática s que ajudem a prevenir reações contra mulheres assertivas, diz ele. Reduzir a ambiguidade sobre “se, quem, o quaª, quando, onde e como†as negociações ocorrem na organização pode fazer a diferença: uma negociação salarial deve envolver um supervisor ou uma conversa com um representante de RH? “Nãoacho que haja uma única configuração que possibilite a negociação mais justa em todas as situaçõesâ€, diz Halevy. Mas, ele acrescenta, “Se houver diretrizes sobre as questões w e h, talvez a reação possa ser reduzidaâ€.
Garantir uma opção mais forte ainda ajuda, no entanto. Halevy diz que éimportante não entrar em uma negociação com uma opção alternativa fraca, como uma oferta concorrente menos desejável ou nenhuma oferta externa. “Isso vai influenciar a forma como vocêageâ€, diz ele. As mulheres com alternativas fortes podem ter um desempenho inferior ao dos homens em posições semelhantes, mas ainda assim superam o desempenho de outras mulheres que tem alternativas fracas.
Conexaµes perdidas
Enquanto a negociação molda resultados importantes no local de trabalho, como a remuneração, a maneira como os funciona¡rios gerenciam suas redes sociais e profissionais também pode ser uma fonte importante de vantagem ou desvantagem nas organizações. Este éo foco de outro estudo recente, com coautoria de Halevy, que oferece uma visão adicional sobre as lacunas de gaªnero no local de trabalho.
A pesquisa em redes sociais destaca a importa¢ncia de obter acesso a informações valiosas por meio de nossos “laa§os fracos†- pessoas que ainda não conhecemos muito bem, provavelmente possuem informações exclusivas que nossos colegas e amigos pra³ximos não tem. A pesquisa também mostra que os indivíduos que negociam trocas de informações entre outras pessoas ou os conectam diretamente entre si são frequentemente recompensados ​​com status e recebem outros benefacios, incluindo promoções mais rápidas. Embora criar novos laa§os de rede para nosmesmos possa parecer estranho, cria¡-los para os outros cria uma situação ganha-ganha-ganha, de acordo com Halevy. Seus contatos se beneficiam com a nova conexão e vocêobtanãm um impulso de reputação e a gratida£o de outras pessoas.
Halevy e Yuval Kalish,open in new window da Universidade de Tel Aviv, descobriram que homens e mulheres tinham a mesma probabilidade de ajudar seus amigos antimos a formar novos laa§os por meio de corretagem. No entanto, em uma amostra de estudantes da Universidade de Stanford, bem como de adultos que trabalham, os pesquisadores descobriram que os homens eram significativamente mais propensos do que as mulheres a negociar conexões entre pessoas que eles não conheciam muito bem.
Essa descoberta contradiz um esterea³tipo bem conhecido sobre as mulheres. “Algumas pessoas acreditam que as mulheres são mais aºteis do que os homens em vários contextos sociaisâ€, diz Halevy. “Identificamos um contexto importante em que o oposto éverdadeiro.â€
Dado o valor da intermediação útil entre laa§os fracos, pode ser uma forma concreta e aciona¡vel de fechar algumas das lacunas de gaªnero nas organizações, diz Halevy. “Estar atento a s oportunidades de ajudar os laa§os fracos éimportante. As oportunidades estãoao nosso redor. a‰ são uma questãode apreendaª-los. â€