Ask and you shall Receive? Gender Differences in Negotiators' Beliefs about Requests for a Higher Salary

Abstract

Men and women have been shown to negotiate different salary amounts, but little research has investigated whether their behavior differs and how their beliefs might affect behavior. Using quantitative data from simulated negotiations and qualitative data from post-negotiation interviews, this study examines differences in the amounts of men's and women's salary requests and their beliefs about these requests. Qualitative data show differences in the nature of men's and women's beliefs about requesting a higher salary. Quantitative findings show that men made significantly larger salary requests than women and that beliefs were related to these requests. Theoretical implications are discussed.