Gender in Job Negotiations: A Two-Level Game
We propose a two-level-game (Putnam, 1988) perspective on gender in job negotiations.At Level 1, candidates negotiate with the employers. At Level 2, candidates negotiate with
domestic partners. In order to illuminate the interplay between these two levels, we review
literature from two separate bodies of literature. Research in psychology and organizational
behavior on candidate-employer negotiations sheds light on the effects of gender on Level 1
negotiations. Research from economics and sociology on intra-household bargaining elucidates
how negotiations over the allocation of domestic labor at Level 2 influence labor force
participation at Level 1. In conclusion, we integrate practical implications from these two bodies
of literature to propose a set of prescriptive suggestions for candidates to approach job
negotiations as a two-level game and to minimize disadvantageous effects of gender on job
negotiation outcomes.
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