Negotiation skills could be the key to reducing gender disparities — yet young women often underestimate themselves. A study by the University of Milano-Bicocca examined negotiation attitudes and self-perceived skills among 120 female high school students (15–18 years) and 210 university students (19–30 years), equally split by gender.
The findings highlight striking differences. Among teenage girls, 73% believe it’s easier for boys to be heard during a negotiation, while nearly half (47%) think they’re “not good at negotiating.” About 40% consider negotiation an innate talent rather than a skill that can be learned.
More than half (52%) agree that girls are seen as “too emotional” in difficult discussions. Similar attitudes persist among young adults: when faced with a pay gap scenario, 70% of women said they would first seek to understand the criteria before asking for a raise — whereas 6% of men said they would ask immediately, an option no woman chose.
In a simulated purchase exercise, men displayed more competitive and proactive behavior. The researchers conclude that strengthening negotiation education for young women is essential to enhance both competence and confidence — and, ultimately, to close the gender gap in economic outcomes.