Backlash Against Female Negotiators. Does It Hurt to Ask?

• Main Author: Júlía Leví Baldursdóttir 1990-
• Other Authors: Háskóli Íslands
• Format: Thesis
• Language: English
• Published: 2023
• Subjects: Mannauðsstjórnun; Bowles; Iceland
• Online Access: http://hdl.handle.net/1946/43681

In spite of considerable advancement towards closing the gender gap in recent decades, the fact remains that the gender wage gap still persists (World Economic Forum, 2022; Auspurg et al., 2017). The gender wage gap could be reduced if women were to negotiate better initial salaries (Bowles & Babcock, 2012). However, numerous studies have confirmed that when women indeed try and negotiate their salary they do no reap the same benefits that their male counterparts do, but instead are penalised for the attempt, e.g. with a lower probability of a job offer (Bowles, Babcock et Lai, 2007), and are considered less likeable (Amanatullah & Tinsley, 2013). For a long time, Iceland has been a global leader when it comes to gender equality. The main aim of this study was to investigate whether female applicants in Iceland who attempt to negotiate their salary and work benefits are subjected to the same backlash that research has shown women in North America and in Europe are subjected to. To the author‘s knowledge, this subject has not been investigated in Iceland so far. Participants (N=242) were recruited on social media with a link to an online questionnaire. They were asked to assume the role of a branch manager of a commercial bank who was looking to hire an applicant for a paid internship. They were randomly assigned to one of four conditions that differed in regards to the gender of the applicant and whether or not the applicant had attempted to negotiate their salary and benefits. It was hypothesised that women, but not men, who attempted to negotiate would receive lower salary offers, be less likely to be hired, be considered less nice and that participants would be less willing to work with them. Additionally, it was hypothesised that the job would be considered worthy of a lower salary when the applicant is female compared to when the applicant is male. Contrary to predictions, most of the hypotheses were rejected, with the exception that negotiation attempts by female applicants indeed reduced their ...