Beliefs about the Gender Gap in Salary Negotiations

Francesco Capozza

No 11228, CESifo Working Paper Series from CESifo

Abstract: This paper investigates beliefs concerning the gender gap in salary negotiations (GGSN) in a sample of 4,300 women, 1,000 men, and 105 HR managers residing in the U.S. The respondents believe in the existence of the GGSN, yet they misperceive its magnitude. Providing respondents with accurate information changes their beliefs about it. However, this does not lead to either an increased demand to join a salary negotiation course or a higher willingness-to-pay to get salary information. The analysis of the competing mental models that women hold reveals that the likely mechanism is the perceived backlash that they may experience from employers if they engage in salary negotiations. Finally, a survey of HR managers suggests that they view negotiating women as facing worse consequences in the workplace than negotiating men.

Keywords: beliefs; mental models; perceived backlash; negotiation; gender (search for similar items in EconPapers)
JEL-codes: C93 D83 D91 J16 M52 (search for similar items in EconPapers)
Date: 2024
New Economics Papers: this item is included in nep-gen, nep-hrm and nep-lab
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Persistent link: https://EconPapers.repec.org/RePEc:ces:ceswps:_11228

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