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To make matters worse, Park’s two best analysts both requested significant raises after their annual reviews. Both women expressed their belief that they were earning substantially less than analysts at comparable firms and probably less than lower-achieving members of their firm—including a male colleague who had been lured away from a competitor.

Park went to bat for her star performers, though management had instructed her to offer only cost-of-living raises. To her surprise, her superiors agreed to offer better incentives to both analysts. Reflecting on her triumph, Park realized with bitter irony that three of her seven direct reports would make more than she would in the coming year; she herself had accepted a small cost-of-living raise without question. If getting a raise was so easy, why hadn’t she made a case for herself? Is it possible that her gender somehow influenced how Park negotiated for herself and …