Full Articles

Journal of Business and Psychology

, Volume 9, Issue 2, pp 183-197

First online:

Gender differences in anticipated pay negotiation strategies and outcomes

  • Vicki S. KamanAffiliated withDepartment of Management, College of Business, Colorado State University
  • , Charmine E. J. HartelAffiliated withUniversity of Tulsa

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Business students were asked to indicate their pay expectations and anticipated negotiation strategies for a specific management trainee job. They also indicated expectations for their and the recruiter's target and resistance points for the negotiation process. Men, compared to women, indicated higher pay expectations, a higher likelihood of active negotiation, less likelihood of using traditional self-promotion strategies, and more opportunity for legitimate negotiations. Significant correlations were found between pay expectations and negotiation strategies. Intervention strategies for changing women's pay outcome and negotiation expectations are discussed, as well as the need for a better understanding of effective negotiation behaviors.