Gender in Job Negotiations: A Two‐Level Game

Gender in Job Negotiations: A Two‐Level Game We propose taking a two‐level‐game perspective on gender in job negotiations. At Level One, candidates negotiate with employers. At Level Two, candidates negotiate with household members. In order to illuminate the interplay between these two levels, we review research from two separate bodies of literature. Research in psychology and organizational behavior on candidate–employer negotiations sheds light on the effects of gender on Level One negotiations. Research from economics and sociology on intrahousehold bargaining elucidates how negotiations over the allocation of domestic labor at Level Two influence labor force participation at Level One. In conclusion, we integrate practical implications from these two bodies of literature to propose a set of prescriptive suggestions for candidates to approach job negotiations as a two‐level game and to minimize the disadvantageous effects of gender on job negotiation outcomes. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Negotiation Journal Wiley

Gender in Job Negotiations: A Two‐Level Game

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Publisher
Wiley
Copyright
© 2008 President and Fellows of Harvard College
ISSN
0748-4526
eISSN
1571-9979
DOI
10.1111/j.1571-9979.2008.00194.x
Publisher site
See Article on Publisher Site

Abstract

We propose taking a two‐level‐game perspective on gender in job negotiations. At Level One, candidates negotiate with employers. At Level Two, candidates negotiate with household members. In order to illuminate the interplay between these two levels, we review research from two separate bodies of literature. Research in psychology and organizational behavior on candidate–employer negotiations sheds light on the effects of gender on Level One negotiations. Research from economics and sociology on intrahousehold bargaining elucidates how negotiations over the allocation of domestic labor at Level Two influence labor force participation at Level One. In conclusion, we integrate practical implications from these two bodies of literature to propose a set of prescriptive suggestions for candidates to approach job negotiations as a two‐level game and to minimize the disadvantageous effects of gender on job negotiation outcomes.

Journal

Negotiation JournalWiley

Published: Oct 1, 2008

References

  • Supply‐side sociology of the family: The challenge of the new home economics
    Berk, Berk; Berk, Berk
  • Social incentives for gender differences in the propensity to initiate negotiations: Sometimes it does hurt to ask
    Bowles, Bowles; Babcock, Babcock; Lai, Lai
  • Who does what at your place? Women educational leaders' experiences of gender‐segregated work
    Court, Court
  • Gender: The missing link in industrial relations research
    Danieli, Danieli
  • Testing among models of intrahousehold resource allocation
    Doss, Doss
  • Gender and negotiation in the small: Are women (perceived to be) more cooperative than men?
    Eckel, Eckel; De Oliveira, De Oliveira; Grossman, Grossman
  • Reversing the gender gap in negotiations: An exploration of stereotype regeneration
    Kray, Kray; Galinsky, Galinsky; Thompson, Thompson
  • Effects of pay expected on pay received: The confirmatory nature of initial expectations
    Major, Major; Vanderslice, Vanderslice; McFarlin, McFarlin
  • The gender gap in wages, circa 2000
    O'Neill, O'Neill
  • Negotiation for starting salary: Antecedents and outcomes among recent college graduates
    O'Shea, O'Shea; Bush, Bush
  • Gender differences in the ultimatum game
    Solnick, Solnick
  • The influence of physical attractiveness and gender on ultimatum game decisions
    Solnick, Solnick; Schweitzer, Schweitzer
  • Gender differences in negotiation outcome: A meta‐analysis
    Stuhlmacher, Stuhlmacher; Walters, Walters

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