Publications
Publications
- 2008
- HBS Working Paper Series
Gender in Job Negotiations: A Two-Level Game
By: Hannah Riley Bowles and Kathleen L. McGinn
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.
Keywords
Citation
Bowles, Hannah Riley, and Kathleen L. McGinn. "Gender in Job Negotiations: A Two-Level Game." Harvard Business School Working Paper, No. 08-095, May 2008.
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