This paper provides new descriptive eld evidence of gender gaps in negotiation behavior and in subsequent outcomes uniquely evaluated from a large sample of salary negotiations between recent college graduates and their prospective employer occurring at the time of employment. Although females state a salary request to their prospective employer to a slightly larger extent than males do, they ask for lower salaries, and are oered lower starting salaries for the same request. While the gender gaps are small, they are noteworthy considering the homogeneous sample and controls available. Notably, the study highlights the importance of dierences in negotiation behavior as accounting for females stating lower salary requests largely reduced or even closed the gender pay gap in subsequent starting salaries.

Speaker: Jenny Säve-Söderbergh, SOFI, Stockholm University 

The seminar series Experimental Research in Social Science hosts speakers who apply experimental methods to study questions relevant to economics, management, or social sciences more generally.

The format is a one hour seminar aimed at a broad, interdisciplinary audience, followed by time for informal discussion over a sandwich lunch.

The series is co-hosted by IMC, the Department of Economics and Business Economics, and the Department of Management. 

Organizers: Alexander Koch (ECON) - Carsten Bergenholtz (MGMT) - Andreas Roepstorff (IMC)