Studies have shown that there are social sanctions for women who ask for more money that do not apply for men. This is because women are breaking gender norms - the norms that they should be grateful for what they are given. For women of colour, the sanctions are stronger.

The advice given by some quarters to counteract this is to “ask nicely”. To adopt a friendly social style. To lean in and smile whilst asking in a friendly tone for what you want.

Smile, but not too much.