In the professional world, there remains an obvious gender wage gap, partly because men ask for raises more often and in greater increments than women (Babcock et al., in Den De Cremer M, Zeelenberg, Murnighan JK (eds), Social psychology and economics, pp. 239–262, Erlbaum, 2006). In the current study, we seek to extend the literature on individual differences and negotiation by testing theory regarding how dispositional traits—namely Big Five subfacet personalities—may contribute to salary negotiation initiation. In summary, we found that women are generally higher in politeness and compassion than men, but neither of these personality traits were related to the propensity to initiate a negotiation. Rather, assertiveness was positively related to initiating negotiations. We also found evidence supporting the hypothesis that women are less likely to initiate a negotiation, but that this gender difference only exists with male supervisors.

在专业领域，仍然存在明显的性别工资差距，部分原因是男性要求加薪的频率高于女性（Babcock 等人，Den De Cremer M、Zeelenberg、Murnighan JK (eds)、Social Psychology and经济学，第 239-262 页，埃尔鲍姆，2006 年）。在当前的研究中，我们试图通过测试关于性格特征（即大五子面人格）如何促进工资谈判启动的理论来扩展关于个体差异和谈判的文献。总之，我们发现女性的礼貌和同情心普遍高于男性，但这些性格特征都与发起谈判的倾向无关。相反，自信与发起谈判呈正相关。