Gender gaps in salary negotiations: Salary requests and starting salaries in the field

Jenny Säve-Söderbergh

Journal of Economic Behavior & Organization, 2019, vol. 161, issue C, 35-51

Abstract: This paper provides new evidence of gender gaps in negotiation behavior and in subsequent outcomes from a unique large sample of high-stakes salary negotiations between recent college graduates and prospective employers. Although females state salary requests to a larger extent than males do, they ask for lower salaries, and are offered lower starting salaries also for the same request. These gender gaps are small, yet noteworthy considering the homogeneity of the sample. Notably, the study highlights the importance of negotiation behavior as accounting for females stating lower salary requests largely reduced or even closed the gender pay gap in subsequent starting salaries.

Keywords: Negotiation behavior; Gender; Salary requests; Gender pay gap (search for similar items in EconPapers)
JEL-codes: J16 J31 M51 M52 (search for similar items in EconPapers)
Date: 2019
References: View references in EconPapers View complete reference list from CitEc
Citations: View citations in EconPapers (4)

Downloads: (external link)
http://www.sciencedirect.com/science/article/pii/S0167268119300290
Full text for ScienceDirect subscribers only

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:eee:jeborg:v:161:y:2019:i:c:p:35-51

DOI: 10.1016/j.jebo.2019.01.019

Access Statistics for this article

Journal of Economic Behavior & Organization is currently edited by Houser, D. and Puzzello, D.

More articles in Journal of Economic Behavior & Organization from Elsevier
Bibliographic data for series maintained by Catherine Liu ().