People Who Get Higher Pay Require Less Security. ITEM. It's 2004. I am presenting Why Men Earn More to the sales and marketing teams of my publisher (AMACOM). To illustrate financial risk as one of the ways to higher pay, I ask everyone in the room who is paid by commission to stand up. Eight men stand; no women. I then ask those paid by salary to stand: About equal numbers of men and women stand. - Warren Farrell

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