Gender differnces in bargaining salary at workplace: Are Cypriot women less willing to negotiate their salary? If so, why?

Abstract

Previous research has focused on the role of gender in salary negotiations. Research investigated the determinants of gender and have concluded that women and men negotiate differently. One of the most contentious topics in the area of negotiation is the relationship between gender and negotiation behaviour, especially in the law and business settings. Historically, women earn less money on average during their lifetime, than men do. A contributing factor to this situation is the ineffectiveness of women to negotiate salaries, compared to men. Most scholars have found that overall women are less willing to apply negotiation on wages than men. According to the literature on gender differences in salary negotiation, the results have shown mixed reasons as to why women are perceived as worse negotiators than men. The present study aims to contribute to the growing body of research about the gender differentiation on salary negotiation in Cypriot workplace and especially the effect of female gender in this matter. Overall, various factors have been documented for women’s ineffectiveness in salary negotiation.