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Are Women Asking for Low Wages? Gender Differences in Wage Bargaining Strategies and Ensuing Bargaining Success

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  • Säve-Söderbergh, Jenny

    () (Swedish Institute for Social Research, Stockholm University)

Abstract

Men and women’s labor market outcomes differ along pay, promotion and competitiveness. This paper contributes by uncovering results in a related unexplored field using unique data on individual wage bargaining. We find striking gender differences. Women, like men, also bargain, but they submit lower wage bids and are offered lower wages than men. The adjusted gender wage gap is lower with posted-wage jobs than with individual bargaining, although less is ascribable to the term associated with discrimination. Both women and men use self-promoting, or competitive bargaining strategies, but women self-promote at lower levels. Employers reward self-promotion but the larger the self-promotion, the larger is the gender gap in bargaining success. Women therefore lack the incentives to self-promote, which helps to explain the gender disparities.

Suggested Citation

  • Säve-Söderbergh, Jenny, 2007. "Are Women Asking for Low Wages? Gender Differences in Wage Bargaining Strategies and Ensuing Bargaining Success," Working Paper Series 7/2007, Stockholm University, Swedish Institute for Social Research.
  • Handle: RePEc:hhs:sofiwp:2007_007
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    File URL: http://www.sofi.su.se/content/1/c6/03/09/74/WP07no7.pdf
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    Cited by:

    1. Noemi Peter & Petter Lundborg & Dinand Webbink, 2015. "The Effect of Sibling's Gender on Earnings, Education and Family Formation," Tinbergen Institute Discussion Papers 15-073/V, Tinbergen Institute.

    More about this item

    Keywords

    Individual Wage Bargaining; Competitiveness; Bargaining strategies; Self-promoting Bargaining Strategies; Gender Wage Gap; and Discrimination.;

    JEL classification:

    • J16 - Labor and Demographic Economics - - Demographic Economics - - - Economics of Gender; Non-labor Discrimination
    • J31 - Labor and Demographic Economics - - Wages, Compensation, and Labor Costs - - - Wage Level and Structure; Wage Differentials
    • M51 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Personnel Economics - - - Firm Employment Decisions; Promotions
    • M52 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Personnel Economics - - - Compensation and Compensation Methods and Their Effects

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