| Abstract: | The successful negotiation of one's first academic appointment contract can have lasting implications for academics and institutions alike. The present study investigated the impact of gender and perceived academic supervisor support (PASS) on negotiation outcomes using a sample of recently appointed assistant professors of management from internationally accredited business schools. Overall, women were less likely to engage in negotiations and were less effective than their male counterparts when bargaining for elements that revolved around direct compensation (e.g., salary, research funding). Further, it was observed that PASS moderated the relationship between gender and negotiation effectiveness such that highly supportive academic supervisors improved negotiation effectiveness for women, but had little impact for men. We conclude by outlining important practical implications of the current study and outline how interventions aimed at improving supervisor support in doctoral programmes may attenuate some of the observed negotiation discrepancies. |
