Equality in the North? Gender and Negotiations in Norway

17 Pages Posted: 11 Nov 2008

Date Written: November 9, 2008


In this paper we investigated whether negotiation behavior differed between Norwegian men and women. Using a questionnaire and scenario we found no significant differences between men and women in their behavior and attitude toward negotiating. Male employees were not expected to ask for higher salaries than female employees. However, we did find that the women in our sample expected the female employee to ask for higher salary increases than the male employee, and men expected the male employee to ask for a higher salary increase than the female employee. Implications for salary differences between Norwegian men and women are discussed.

Suggested Citation

Mercer Traavik, Laura E., Equality in the North? Gender and Negotiations in Norway (November 9, 2008). IACM 21st Annual Conference Paper. Available at SSRN: https://ssrn.com/abstract=1298490 or http://dx.doi.org/10.2139/ssrn.1298490

Laura E. Mercer Traavik (Contact Author)

Norwegian School of Management (BI) ( email )

P.O. Box 580
NO - 1302 Sandvika

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