What did you expect? How first offers and gender shape job negotiation outcomes

Abstract: Both a “female penalty” (a gender pay gap) for most women, and also a “female premium” for high-potential women, emerge from the interplay between first offers and gender in job negotiations, within an online platform where workers (n=19,878) must propose a first offer when negotiating hourly wages for freelance jobs.

Keywords: gender, negotiations, organizations, conflict management