Science News

Lower-status workers negotiate less, and pay a bigger price when they do

Two identical job candidates ask a hiring manager for more, and only the one on a low stool gets a frown.

Across four studies of 10,211 people, lower-class workers were less likely to negotiate pay and promotions. A fifth experiment with 1,133 HR professionals found an identical salary request made a lower-class candidate seem less cooperative than a higher-class one, hurting his hiring chances.