Why lower-class workers are less likely to negotiate for higher pay—and how it could cost some nearly $800,000

September 2, 2026 · 2:40 pm 1 sources

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• Why lower-class workers are less likely to negotiate for higher pay—and how it could cost some nearly $800,000
  Phys.org · September 2, 2026 14:40
  Michele Gelfand has studied and taught negotiation for years. A professor of organizational behavior at Stanford Graduate School of Business, she sees negotiation as a skill that is imperative for everyone to learn. "It's not something we're born with," she says. "It's something we learn over time."