> People get upset because they feel uncomfortable about negotiating Some of that discomfort is justified, as negotiation and other methods of hidden pricing c

> People get upset because they feel uncomfortable about negotiating Some of that discomfort is justified, as negotiation and other methods of hidden pricing can lock in discrimination. Ian Ayers found this effect when examining negotiations leading to car sales, leading to widespread racial and gender discrimination. Negotiation discrepancies were found to account for 10-15% of a gendered salary gap observed in Portugal by Card, Cardoso, and Kline. A survey of the lit on gender discrimination in employment is provided in Linda Babcock's "Women Don't Ask." (I feel like I've seen HUD research on negotiation effects for housing, but can't track it down.) Not saying it's not a skill people should learn to deal with the realities out there, but it can be a pretty insidious activity too, even when none of the participants think they're doing anything wrong.