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Information, Confidence, and the Gender Gap in Bargaining

Author

Listed:
  • Barbara Biasi
  • Heather Sarsons

Abstract

We test whether the observed difference in the propensity to negotiate between men and women can be explained by gender differences in information about other people's negotiating experiences and outcomes and by confidence in one's abilities and in talking to strangers. Using survey data from Wisconsin public school teachers, we show that up to 54 and 17 percent of the gender gap in the likelihood of negotiating pay can be explained by differences in information and confidence between men and women.

Suggested Citation

  • Barbara Biasi & Heather Sarsons, 2021. "Information, Confidence, and the Gender Gap in Bargaining," AEA Papers and Proceedings, American Economic Association, vol. 111, pages 174-178, May.
    • Handle: RePEc:aea:apandp:v:111:y:2021:p:174-78
    DOI: 10.1257/pandp.20211019
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    Citations

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    Cited by:

    1. Zoë B. Cullen & Bobak Pakzad‐Hurson, 2023. "Equilibrium Effects of Pay Transparency," Econometrica, Econometric Society, vol. 91(3), pages 765-802, May.
    2. Warn N. Lekfuangfu & Grace Lordan, 2023. "Documenting occupational sorting by gender in the UK across three cohorts: does a grand convergence rely on societal movements?," Empirical Economics, Springer, vol. 64(5), pages 2215-2256, May.
    3. Elizabeth Lyons & Laurina Zhang, 2023. "Salary transparency and gender pay inequality: Evidence from Canadian universities," Strategic Management Journal, Wiley Blackwell, vol. 44(8), pages 2005-2034, August.

    More about this item

    JEL classification:

    • D63 - Microeconomics - - Welfare Economics - - - Equity, Justice, Inequality, and Other Normative Criteria and Measurement
    • J16 - Labor and Demographic Economics - - Demographic Economics - - - Economics of Gender; Non-labor Discrimination
    • C78 - Mathematical and Quantitative Methods - - Game Theory and Bargaining Theory - - - Bargaining Theory; Matching Theory
    • J45 - Labor and Demographic Economics - - Particular Labor Markets - - - Public Sector Labor Markets
    • H75 - Public Economics - - State and Local Government; Intergovernmental Relations - - - State and Local Government: Health, Education, and Welfare
    • J31 - Labor and Demographic Economics - - Wages, Compensation, and Labor Costs - - - Wage Level and Structure; Wage Differentials

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