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.
Highlights
We propose taking a two-level-game (Putnam 1988) perspective on gender in job negotiations
One action proposed in this legislation is the funding of negotiation training programs for women and girls, presumably because lawmakers believe that gender differences in job negotiation performance are contributing to persistent gender disparities in compensation
What insights does the literature on gender in negotiation have to offer with regard to how negotiation contributes to or could help diminish gender differences in compensation? 2 We address this question with reviews of two bodies of literature on gender in negotiation—one from psychology and organizational behavior on candidate-employer negotiations and another from economics and sociology on intra-household bargaining
Summary
We propose taking a two-level-game (Putnam 1988) perspective on gender in job negotiations. 4 Survey research suggests that, when compared to men, women may be more likely to negotiate such job components as work and travel schedules, which impinge directly on household responsibilities (Bohnet and Greig 2007).
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