Racial Discrimination in Online Job Negotiations

Abstract: In online job negotiations where applicants negotiate hourly wages, negotiators’ outcomes are 9% lower if they are non-White (vs. White). Employers treat identical information from non-White (vs. White) negotiators differently; a +1 standard-deviation increase in job-relevant skills is linked to +6% (vs. +1%) higher outcomes for White (vs. non-White) negotiators.

Keywords: race, negotiations, organizations, conflict management