After last winter’s Sony e-mail hack, it came to light Jennifer Lawrence was paid less than her male co-stars for her performance in the film American Hustle. Today, in Lena Dunham’s newsletter Letters to Lenny, Lawrence shared her perspective about the incident, first blaming herself for failing as a negotiator: “I gave up early. I didn’t want to keep fighting over millions of dollars that, frankly, due to two franchises, I don’t need.” Beyond that, Lawrence suggests that wanting to be seen as likable informed her negotiating tactics. “I didn’t want to seem ‘difficult’ or ‘spoiled.’ At the time, that seemed like a fine idea, until I saw the payroll on the Internet and realized every man I was working with definitely didn’t worry about being ‘difficult’ or ‘spoiled.’”
“‘Are we socially conditioned to behave this way?” Lawrence wonders. “Could there still be a lingering habit of trying to express our opinions in a certain way that doesn’t “offend” or “scare” men?”
Myself, I wonder why Lawrence is negotiating her salary instead of having an experienced agent or attorney do so on her behalf. But I am ignorant about the pricing model of such services.
I’m not writing this to defend Hollywood, nor to condemn Lawrence’s perspective on her own experience. Her misgivings seem grounded, though perhaps a little too self-aware. (“I’m over trying to find the ‘adorable’ way to state my opinion and still be likable!” she says, and my irony radar records not a blip.) Rather, this reminds me of some psych research that shows that in negotiations over car sales and repair prices, white men are given lower quotes than women or black shoppers. This trend wasn’t absolutely consistent, however: women were only quoted higher prices when they didn’t mention a price on their own. When the callers suggested their own price – whether fair or high – both genders got the same offer. In fact, women were more likely than men to receive a discount on services when they asked for one.
The pricing, then, depends primarily on the mechanic’s conclusion of how well-informed his clients were. Mechanics apparently assume, consciously or unconsciously, that white men know more about car repairs than women or minorities. When there was more available evidence (a price suggested by the customer), gender bias ceased to be a relevant indicator. (I’d personally be interested to see this study repeated in an area involving things that typify white male ignorance, such as wedding dress prices or such, to see if the situation is reversed in those contexts).
I wonder if something similar is at play at Sony. Perhaps the studio executive sitting across from Jennifer Lawrence used her gender as a heuristic for how knowledgeable she was about the nuances of back-end points. Perhaps the bias showed up just as much due to her age – gender is not the only obvious difference between Lawrence and Christian Bale, Jeremy Renner, and Bradley Cooper. That is not to say that this was a less insidious form of bias, just a different one. Perhaps even a more subtle one. Fortunately, the research available to us has an explicit remedy: know a fair offer ahead of time and be prepared to vocalize it.