Psychology Commons^™

Toward Pay Equity: A Motivational Intervention To Reduce Gender Differences In Salary Negotiations, Mary Margaret Keegin

College of Science and Health Theses and Dissertations

A persistent wage gap exists between women and men in the United States (Catalyst, 2015; Hegewisch, Ellis, & Hartmann, 2015). Although the reasons behind the wage gap are extremely complex, one of the methods through which pay equity may be reached could involve altering the way people approach their goals at the bargaining table, especially since women tend to underperform relative to men in salary negotiations (Mazei, Hüffmeier, Freund, Stuhlmacher, Bilke, & Hertel, 2015). Salary negotiations represent a critical piece of the pay equity puzzle, particularly when individuals are starting their careers. If equally qualified men and women begin their …