Our guest in this episode is HBS Professor Christine Exley. She’s raised a caution flag about the popular notion that women short-change themselves by not negotiating enough. If it were true, the cost would be significant, especially when it comes to salary. But as Christine and her co-authors reported in a recent HBR article (Women who don’t negotiate might have a good reason), the difference between men and women’s willingness to negotiate is smaller than commonly thought. Plus, when women refrain from negotiating, they’re often exercising good judgment.