Information, Confidence, and the Gender Gap in Bargaining

Barbara Biasi and Heather Sarsons

AEA Papers and Proceedings, 2021, vol. 111, 174-78

Abstract: We test whether the observed difference in the propensity to negotiate between men and women can be explained by gender differences in information about other people's negotiating experiences and outcomes and by confidence in one's abilities and in talking to strangers. Using survey data from Wisconsin public school teachers, we show that up to 54 and 17 percent of the gender gap in the likelihood of negotiating pay can be explained by differences in information and confidence between men and women.

JEL-codes: C78 D63 H75 J16 J31 J45 (search for similar items in EconPapers)
Date: 2021
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Citations: View citations in EconPapers (4)

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DOI: 10.1257/pandp.20211019

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