Bargaining while Black: The role of race in salary negotiations.
Abstract
The influence of race in negotiations has remained relatively underexplored. Across three studies, we theorize and find that Black job seekers are expected to negotiate less than their White counterparts and are penalized in negotiations with lower salary outcomes when this expectation is violated; especially when they negotiate with an evaluator who is more racially biased (i.e., higher in social dominance orientation). Specifically, on the...
Paper Details
Title
Bargaining while Black: The role of race in salary negotiations.
Published Date
Apr 1, 2019
Volume
104
Issue
4
Pages
581 - 592
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Notes
History