Two people can have similar qualifications, work in the same role, and still walk away with different compensation. Why?
This episode explores the dynamics of compensation negotiation, including salary expectations, market knowledge, organizational pay practices, negotiation behavior, and how value is perceived during the process.
In this episode: LindaAnn Rogers, Tom Bradshaw, Nic Krueger, Natasha Desjardins, Dr. Tim Sharples, Gaby Cadena
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References
Agan, A. Y., Cowgill, B., & Gee, L. K. (2025). Salary history and employer demand: Evidence from a two-sided audit. American Economic Journal: Applied Economics, 17(3), 380–413. https://doi.org/10.1257/app.20230365
Cullen, Z. B., Pakzad-Hurson, B., & Perez-Truglia, R. (2025). Pushing the envelope: The effects of salary negotiations (Working Paper No. 33903). National Bureau of Economic Research. https://doi.org/10.3386/w33903
Leibbrandt, A., & List, J. A. (2015). Do women avoid salary negotiations? Evidence from a large-scale natural field experiment. Management Science, 61(9), 2016–2024. https://doi.org/10.1287/mnsc.2014.1994
