Title

Determinants and Consequences of Salary Negotiations by Male and Female MBA Graduates

Document Type

Article

Peer Reviewed

1

Publication Date

1-1-1991

Journal/Book/Conference Title

Journal of Applied Psychology

DOI of Published Version

10.1037/0021-9010.76.2.256

Start Page

256

Abstract

The salary negotiating behaviors and starting salary outcomes of 205 graduating MBA students were investigated within a power and dependence framework. In the bargaining propensity analysis, the dependent variable was whether or not the student negotiated for a salary higher than that initially offered by the organization with which the student eventually accepted a job offer. In the bargaining payoff analysis, the dependent variable was the accepted starting salary. The results did not support the notion that women negotiate less than men over salaries. However, women did obtain lower monetary returns from negotiation; there was a 4.3% starting salary increment for men compared with 2.7% for women. Over the course of a career, the accumulation of such differences may be substantial.

Keywords

Sustainability

Published Article/Book Citation

Journal of Applied Psychology, 76:2 (1991) pp.256

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URL

https://ir.uiowa.edu/tippie_pubs/10