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Schlecht gepokert? Warum schneiden Frauen bei Gehaltsverhandlungen schlechter ab als Männer?

Playing weak cards? Why do women achieve less in salary negotiations than men?
[journal article]

Wüst, Kirsten
Burkart, Brigitte

Abstract

"Trotz gleicher oder besserer Leistungen bleiben die Anfangsgehälter von Hochschulabsolventinnen weiterhin deutlich hinter denen ihrer männlichen Kommilitonen zurück. Die Stu die untersucht das Verhandlungsverhalten von Studierenden anhand simulierter Vor stellungsgespräche. Während Männer in ... view more

"Trotz gleicher oder besserer Leistungen bleiben die Anfangsgehälter von Hochschulabsolventinnen weiterhin deutlich hinter denen ihrer männlichen Kommilitonen zurück. Die Stu die untersucht das Verhandlungsverhalten von Studierenden anhand simulierter Vor stellungsgespräche. Während Männer in ihren Gehaltsforderungen weit über ihre eigentlichen Gehaltsvorstellungen hinausgehen, nennen Frauen im Gespräch Wunschgehälter, die unter ihren Erwartungen bleiben. Zusätzlich akzeptieren sie weitere Abschläge. Des Weiteren sind Frauen und Männern bei der Wahl eines Arbeitsplatzes unterschiedliche nichtmonetäre Leistungen wichtig, für die sie auch bereit sind, Gehaltseinbußen in Kauf zu nehmen. Die Studie diskutiert Maßnahmen für die Hochschulausbildung, die aus dem unterschiedlichen Verhandlungsverhalten ableitbar sind." (Autorenreferat)... view less


"Despite equal or even better performance, the starting salaries of female graduates are still signifi cantly lower than those of their male colleagues. This study analyzes the negotiating behaviour of students by means of simulated job interviews. While men demand wages that go far beyond the... view more

"Despite equal or even better performance, the starting salaries of female graduates are still signifi cantly lower than those of their male colleagues. This study analyzes the negotiating behaviour of students by means of simulated job interviews. While men demand wages that go far beyond their desired salary, women demand desired salaries in the interview that are below their expectations. They also accept further deductions. Different non-monetary benefi ts are of importance to women and men in their choice of job, for which they are willing to accept a lower salary. The study discusses measures for future university education that can be derived from the different negotiating behaviour." (author's abstract)... view less

Keywords
negotiation; salary; Federal Republic of Germany; job entrant; woman; difference in income; wage level; gender-specific factors; man

Classification
Women's Studies, Feminist Studies, Gender Studies
Income Policy, Property Policy, Wage Policy

Method
empirical; quantitative empirical

Free Keywords
Gender Pay Gap

Document language
German

Publication Year
2012

Page/Pages
p. 106-121

Journal
GENDER - Zeitschrift für Geschlecht, Kultur und Gesellschaft, 4 (2012) 3

ISSN
2196-4467

Status
Published Version; peer reviewed

Licence
Creative Commons - Attribution-ShareAlike 4.0


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