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Gender in Job Negotiations: A Two-Level Game

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Author Info
Bowles, Hannah Riley (Harvard U)
McGinn, Kathleen
Abstract

We propose a two-level-game (Putnam, 1988) perspective on gender in job negotiations. At Level 1, candidates negotiate with the employers. At Level 2, candidates negotiate with domestic partners. In order to illuminate the interplay between these two levels, we review literature 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 1 negotiations. Research from economics and sociology on intra-household bargaining elucidates how negotiations over the allocation of domestic labor at Level 2 influence labor force participation at Level 1. 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 disadvantageous effects of gender on job negotiation outcomes.

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Paper provided by Harvard University, John F. Kennedy School of Government in its series Working Paper Series with number rwp08-027.

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Date of creation: May 2008
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Handle: RePEc:ecl:harjfk:rwp08-027

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  8. Kray, Laura J. & Galinsky, Adam D. & Thompson, Leigh, 2002. "Reversing the Gender Gap in Negotiations: An Exploration of Stereotype Regeneration," Organizational Behavior and Human Decision Processes, Elsevier, vol. 87(2), pages 386-410, March. [Downloadable!] (restricted)
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  12. Myra H. Strober, Agnes Miling Kaneko Chan, 1998. "Husbands, Wives, and Housework: Graduates of Stanford and Tokyo Universities," Feminist Economics, Taylor and Francis Journals, vol. 4(3), pages 97-127, November. [Downloadable!] (restricted)
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