Social and Behavioral Sciences Commons^™

Exploring The Role Of Gender And Race In Salary Negotiations, Chelsea D. Hightower

LSU Master's Theses

Research findings from the negotiation literature have revealed significant differences in the negotiation behaviors of men and women, specifically that women do not negotiate as often or as successfully as men do. This difference has been cited as one of many factors contributing to the persistence of the gender wage gap. A possible explanation for the differences is that men and women are treated differently when they negotiate. Thus, there is evidence that women negotiators tend to receive multiple forms of social and economic punishment (i.e., backlash) for engaging in behavior that is inconsistent with stereotype-based expectations of women in …