An experiment found that people negotiating a salary for themselves settled for significantly less money than when negotiating those same terms on behalf of a friend, largely out of fear of being seen as too pushy, while a separate trial found just two 90-minute assertiveness training sessions produ

Key takeaways

• People negotiate harder for others than for themselves.
• Fear of appearing pushy impacts self-negotiation.
• Assertiveness skills can be learned and improved.
• Training can close the self-advocacy gap.

Why it matters

This research is crucial for AI users who may struggle with self-advocacy in professional settings. Understanding this psychological bias can inform how individuals approach negotiations, potentially leading to better outcomes when using AI tools for career development or task management.