Jason Allan Scott: Forget the pay gap – what about the confidence GAP between the sexes?

Evidence shows that women are less self-assured than men—and that to succeed, confidence matters as much as competence. Here’s why, and what to do about it.

So as many of you know, during the recent Fasforward15 man women mentioned confidence and self-confidence been something they would like to get more of. And this shocked me as all the stats I have read of late tell a different story. You woman have made undeniable progress. In the United States alone, women now earn more college and graduate degrees than men do. You make up half the workforce, and are closing the gap in middle management. Half a dozen global studies, conducted by the likes of Goldman Sachs, have found that companies employing women in large numbers outperform their competitors on every measure of profitability. Something I spoke about at Confex when we talked FastForward15. Your competence has never been more obvious and those of us who closely follow society’s shifting values see the world moving in a female direction.

And yet, as woman worked, ever diligent, the men around you I am told have continued to get promoted faster and be paid more. The statistics are well known: at the top, especially, women are nearly absent, and your numbers are barely increasing. Half a century since women first forced open the boardroom doors, your career trajectories still look very different from men’s.

When I researched this further, it seemed confidence was once again mentioned and I read some interesting comments on what to do if the other big “C” was your issue:

“When most women, however accomplished and intelligent they may really be, attempt to demonstrate confidence by (consciously or unconsciously) trying to imitate male confidence, it all too often comes across wrong, like a singer hitting a wrong note.”

The best advice as I can give you as someone who started out with no confidence and has been in the workforce for 8 years now, is fake it ’til you make it.”

“The great irony is that women have more of the natural traits of real confidence than men. Typically speaking, men have a propensity to be overconfident, leaving them irrelevant and exposed to failure more often than they should.”
Steven Smith

“I had quite a few stare-downs with folks who thought I was being unseemly and it did cost me, but ultimately, the trade was worth it. If I had to pick, I’d rather be a witch than shut out.”

Some observers say children change your priorities, and there is some truth in this claim. Maternal instincts do contribute to a complicated emotional tug between home and work lives, a tug that, at least for now, isn’t as fierce for most men it would seem. Other commentators point to cultural and institutional barriers to female success. There’s truth in that, too. But these explanations for a continued failure to break the glass ceiling are missing something more basic: women’s acute lack of confidence.

The elusive nature of confidence has intrigued men and woman ever since year dot I am sure whether it be in your jobs or your lives, woman walk around briming with confidence. Or so I thought.

But my recent experience suggests otherwise,

“Although women as a group have made substantial gains in wages, educational attainment, and prestige over the past three decades, the economists Justin Wolfers and Betsey Stevenson have shown that women are less happy today than their predecessors were in 1972, both in absolute terms and relative to men.”

The tech entrepreneur Clara Shih, who founded the successful social-media company Hearsay Social in 2010 and joined the board of Starbucks at the tender age of 29, is one of the few female CEOs in the still-macho world of Silicon Valley. But as an undergrad at Stanford, she was convinced that courses she found difficult were easy for others. Although Shih would go on to graduate with the highest GPA of any computer-science major in her class, she has been reported to say that at times she “felt like an imposter.” As it happens, this is essentially what Facebook COO Sheryl Sandberg told us all a year before her book, Lean In, was published: “There are still days I wake up feeling like a fraud, not sure I should be where I am.”

I for one, was inspired by these conversations, and many more, covering much more territory ranging from the trait’s genetic components to how it manifests itself in animals to what coaches and psychologists have learned about cultivating it. Much of what we discovered turns out to be relevant to both women and men.

However, I have found that the original suspicion was dead-on: there is a particular crisis for women—a vast confidence gap that separates the sexes. Compared with men, women don’t consider themselves as ready for promotions, they predict they’ll do worse on tests, and they generally underestimate their abilities. This disparity stems from factors ranging from upbringing to biology.

A growing body of evidence shows just how devastating this lack of confidence can be. Success, it turns out, correlates just as closely with confidence as it does with competence. No wonder that women, despite all your progress, are still woefully underrepresented at the highest levels. All of that is the bad news. The good news is that with work, confidence can be acquired. Which means that the confidence gap, in turn, can be closed.

The shortage of female confidence is increasingly well quantified and well documented. In 2011, the Institute of Leadership and Management, in the United Kingdom, surveyed British managers about how confident they feel in their professions. Half the female respondents reported self-doubt about their job performance and careers, compared with fewer than a third of male respondents.

“The No. 1 concern Americans have about an administration run by former First Lady, Senator, and Secretary of State Hillary Clinton is that she is not qualified. This despite the fact that her resume would make her easily the best-qualified Oval Office holder on paper since George H.W. Bush. ”

Linda Babcock, a professor of economics at Carnegie Mellon University and the author of Women Don’t Ask, has found, in studies of business-school students, that men initiate salary negotiations four times as often as women do, and that when women do negotiate, they ask for 30 percent less money than men do. A meticulous 2003 study by the Cornell psychologist David Dunning and the Washington State University psychologist Joyce Ehrlinger homed in on the relationship between female confidence and competence. At the time, Dunning and a Cornell colleague, Justin Kruger, were just finishing their seminal work on something that’s since been dubbed the Dunning-Kruger effect: the tendency for some people to substantially overestimate their abilities. The less competent people are, the more they overestimate their abilities—which makes a strange kind of sense.

In studies, men overestimate their abilities and performance, and women underestimate both. Their performances do not differ in quality.

Talking with Ehrlinger, we were reminded of something Hewlett-Packard discovered several years ago, when it was trying to figure out how to get more women into top management positions. A review of personnel records found that women working at HP applied for a promotion only when they believed they met 100 percent of the qualifications listed for the job. Men were happy to apply when they thought they could meet 60 percent of the job requirements. At HP, and in study after study, the data confirm what we instinctively know. Underqualified and underprepared men don’t think twice about leaning in. Overqualified and overprepared, too many women still hold back. Women feel confident only when they are perfect. Or practically perfect.

Do men doubt themselves sometimes? Of course. But they don’t let their doubts stop them as often as women do.

Do men doubt themselves sometimes? Of course. But not with such exacting and repetitive zeal, and they don’t let their doubts stop them as often as women do. If anything, we men tilt toward overconfidence—and we were surprised to learn that they come by that state quite naturally. We aren’t consciously trying to fool anyone.

The fact is, overconfidence can get you far in life. Cameron Anderson, a psychologist who works in the business school at the University of California at Berkeley, has made a career of studying overconfidence. In 2009, he conducted some novel tests to compare the relative value of confidence and competence. He gave a group of 242 students a list of historical names and events, and asked them to tick off the ones they knew.

Among the names were some well-disguised fakes: a Queen Shaddock made an appearance, as did a Galileo Lovano, and an event dubbed Murphy’s Last Ride. The experiment was a way of measuring excessive confidence, Anderson reasoned. The fact that some students checked the fakes instead of simply leaving them blank suggested that they believed they knew more than they actually did. At the end of the semester, Anderson asked the students to rate one another in a survey designed to

Confidence, Anderson tells us, matters just as much as competence. Within any given organization, be it an investment bank or the PTA, some individuals tend to be more admired and more listened to than others. They are not necessarily the most knowledgeable or capable people in the room, but they are the most self-assured.

“When people are confident, when they think they are good at something, regardless of how good they actually are, they display a lot of confident nonverbal and verbal behavior,” I could talk about expansive body language, a lower vocal tone, and a tendency to speak early and often in a calm, relaxed manner but the truth is we men seem to do a lot of things that make us look very confident in the eyes of others but whether we are good or not is kind of irrelevant.”

Kind of irrelevant.

Infuriatingly, a lack of competence doesn’t necessarily have negative consequences.

Women applied for a promotion only when they met 100 percent of the qualifications. Men applied when they met 50 percent.

We have also begun to see that a lack of confidence informs a number of familiar female habits. Take the penchant many women have for assuming the blame when things go wrong, while crediting circumstance—or other people—for their successes. (Men seem to do the opposite.)

Perfectionism is another confidence killer. Study after study confirms that it is largely a female issue, one that extends through women’s entire lives. Woman don’t answer questions until many are totally sure of the answer, woman don’t submit a report until it has been edited ad nauseam, and often don’t sign up for that triathlon unless woman know we are faster and fitter than is required.

Woman watch their male colleagues take risks, while holding back until woman are perfectly ready and perfectly qualified.

Woman seem to fixate on your performance at home, at school, at work, at yoga class, even on vacation. Woman obsess as mothers, as wives, as sisters, as friends, as cooks, as athletes.

So where does all of this start? If women are competent and hardworking enough to outpace men in school, why is it so difficult to keep up later on? As with so many questions involving human behavior, both nature and nurture are implicated in the answers.

The very suggestion that male and female brains might be built differently and function in disparate ways has long been a taboo subject among women, out of fear that any difference would be used against us. For decades—for centuries, actually—differences (real or imagined) were used against us. So let’s be clear: male and female brains are vastly more alike than they are different. You can’t look at scans of two random brains and clearly identify which is male and which is female. Moreover, each individual’s confidence level is influenced by a host of genetic factors that do not seem to have anything to do with his or her sex.

Girls lose confidence, so they quit competing in sports, thereby depriving themselves of one of the best ways to regain it.

Yet male and female brains do display differences in structure and chemistry, differences that may encourage unique patterns of thinking and behavior, and that could thereby affect confidence. This is a busy area of inquiry, with a steady stream of new—if frequently contradictory, and controversial—findings. Some of the research raises the intriguing possibility that brain structure could figure into variations between the way men and women respond to challenging or threatening circumstances. Take, for example, the amygdalae, sometimes described as the brain’s primitive fear centers. They are involved in processing emotional memory and responding to stressful situations. Studies using fMRI scans have found that women tend to activate their amygdalae more easily in response to negative emotional stimuli than men do—suggesting that women are more likely than men to form strong emotional memories of negative events. This difference seems to provide a physical basis for a tendency that’s been observed in behavioral studies: compared with men, women are more apt to ruminate over what’s gone wrong in the past. Or consider the anterior cingulate cortex. This little part of the brain helps us recognize errors and weigh options; some people call it the worrywart center. And, yes, it’s larger in women. In evolutionary terms, there are undoubtedly benefits to differences like these: women seem to be superbly equipped to scan the horizon for threats. Yet such qualities are a mixed blessing today.

You could say the same about hormonal influences on cognition and behavior. We all know testosterone and estrogen as the forces behind many of the basic, overt differences between men and women. It turns out they are involved in subtler personality dynamics as well. The main hormonal driver for women is, of course, estrogen. By supporting the part of the brain involved in social skills and observations, estrogen seems to encourage bonding and connection, while discouraging conflict and risk taking—tendencies that might well hinder confidence in some contexts.

Testosterone, on the other hand, helps to fuel what often looks like classic male confidence. Men have about 10 times more testosterone pumping through their system than women do, and it affects everything from speed to strength to muscle size to competitive instinct. It is thought of as the hormone that encourages a focus on winning and demonstrating power, and for good reason. Recent research has tied high testosterone levels to an appetite for risk taking. In a series of studies, scientists from Cambridge University followed male traders at a London hedge fund, all high rollers (with annual bonuses greater than $5 million). Using saliva samples, the researchers measured the men’s testosterone levels at the start and end of each day. On days when traders began with higher levels of testosterone, they made riskier trades. When those trades paid off, their testosterone levels surged further. One trader saw his testosterone level rise 74 percent over a six-day winning streak.

“If life were one long grade school, women would be the undisputed rulers of the world.”

There’s a downside to testosterone, to be sure. As we’ve just seen, higher levels of the hormone fuel risk taking, and winning yields still more testosterone. This dynamic, sometimes known as the “winner effect,” can be dangerous: animals can become so aggressive and overconfident after winning fights that they take fatal risks. Moreover, a testosterone-laced decision isn’t always a better one. In research conducted at University College London, women who were given testosterone were less able to collaborate, and wrong more often. And several studies of female hedge-fund managers show that taking the longer view and trading less can pay off: investments run by female hedge-fund managers outperform those run by male managers.

So what are the implications of all this? The essential chicken-and-egg question still to be answered is to what extent these differences between men and women are inherent, and to what extent they are a result of life experiences. The answer is far from clear-cut, but new work on brain plasticity is generating growing evidence that our brains do change in response to our environment. Even hormone levels may be less preordained than one might suppose: researchers have found that testosterone levels in men decline when they spend more time with their children.

For some clues about the role that nurture plays in the confidence gap, let’s look to a few formative places: the elementary-school classroom, the playground, and the sports field. School is where many girls are first rewarded for being good, instead of energetic, rambunctious, or even pushy. But while being a “good girl” may pay off in the classroom, it doesn’t prepare woman very well for the real world. As Carol Dweck, a Stanford psychology professor and the author of Mindset: The New Psychology of Success, put it to us: “If life were one long grade school, women would be the undisputed rulers of the world.”

It’s easier for young girls than for young boys to behave: As is well established, they start elementary school with a developmental edge in some key areas. They have longer attention spans, more-advanced verbal and fine-motor skills, and greater social adeptness. They generally don’t charge through the halls like wild animals, or get into fights during recess. Soon they learn that they are most valuable, and most in favor, when they do things the right way: neatly and quietly. “Girls seem to be more easily socialized,” Dweck says. “They get a lot of praise for being perfect.” In turn, they begin to crave the approval they get for being good. There’s certainly no harm intended by overworked, overstressed teachers (or parents). Who doesn’t want a kid who works hard and doesn’t cause a lot of trouble?

What doomed the women was not their actual ability to do well on the tests. They were as able as the men were. What held them back was the choice not to try.

And yet the result is that many girls learn to avoid taking risks and making mistakes. This is to their detriment: many psychologists now believe that risk taking, failure, and perseverance are essential to confidence-building. Boys, meanwhile, tend to absorb more scolding and punishment, and in the process, they learn to take failure in stride.

Back at the Yale School of Management, Victoria Brescoll has tested the thesis that the more senior a woman is, the more she makes a conscious effort to play down her volubility—the reverse of how most men handle power. In the first of two experiments, she asked 206 participants, both men and women, to imagine themselves as either the most senior figure or the most junior figure in a meeting. Then she asked them how much they’d talk. Those men who’d imagined themselves as the senior figure reported that they would talk more; men who’d picked the junior position said they’d talk less. But women who’d selected the high-ranking role said they would talk the same amount as those women who’d envisioned themselves as the low-ranking woman. Asked why, they said they didn’t want to be disliked, or seem out of line. In Brescoll’s next experiment, men and women rated a fictitious female CEO who talked more than other people. The result: both sexes viewed this woman as significantly less competent and less suited to leadership than a male CEO who talked for the same amount of time. When the female CEO was described as talking less than others, her perceived competency shot up.

So confident women can find themselves in a catch-22. For now, though, for most women, coming across as too confident is not the problem.

Perhaps the clearest, and most useful, definition of confidence is the one supplied by Richard Petty, a psychology professor, who has spent decades focused on the subject. “Confidence,is the stuff that turns thoughts into action.” Of course, other factors also contribute to action. “If the action involves something scary, then what we call courage might also be needed,” Petty explained. “Or if it’s difficult, a strong will to persist might also be needed. Anger, intelligence, creativity can play a role.” But confidence, he told us, is essential, because it applies in more situations than these other traits do. It is the factor that turns thoughts into judgments about what woman are capable of, and that then transforms those judgments into action.

The simplicity is compelling, and the notion that confidence and action are interrelated suggests a virtuous circle. Confidence is a belief in one’s ability to succeed, a belief that stimulates action. In turn, taking action bolsters one’s belief in one’s ability to succeed. So confidence accumulates—through hard work, through success, and even through failure.

The natural result of low confidence is inaction. When women hesitate because woman aren’t sure, women hold themselves back.

The advice implicit in such findings is hardly unfamiliar: to become more confident, women need to stop thinking so much and just act. And yet, there is something very powerful about this prescription, aligning as it does with everything research tells us about the sources of female reticence.

Almost daily, new evidence emerges of just how much woman’s brains can change over the course of your lives, in response to shifting thought patterns and behavior. If woman keep at it, if woman channel your talent for hard work, you can make your brains more confidence-prone.

What the neuroscientists call plasticity, woman all over the world can call hope.


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