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IACM 2023

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What Did You Expect? How First Offers and Gender Shape Job Negotiation Outcomes

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.

David Daniels
National University of Singapore (NUS) Business School

Christy Koval
Michigan State University
United States

Margaret Neale
Stanford University
United States


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