Bargaining for trade

Organised by

• Robert Schuman Centre for Advanced Studies
• GGP: Global Governance Programme

In this presentation, the authors study exports and how the associated need for communication with foreign partners shapes the gender wage gap. Specifically, the study examines how the demand for interpersonal skills in trade and gender-specific differences in negotiations affects the remuneration of both men and women. The key finding is that the export of goods requiring intensive interpersonal contacts widens the gender wage gap. The negative wage effect is robust across various specifications and is most pronounced for domestic exporting firms, which mainly deal with external contractors. This result is ascribed to a male comparative advantage in bargaining—a skill that is especially needed and rewarded when serving foreign markets, where intense contracting problems frequently arise.

This event is co-organised with the Vienna Institute for International Economic Studies (wiiw) and the Research Centre International Economics (FIW). 

The project that has led to this webinar has received funding from the European Union’s Horizon 2020 research and innovation programme under the Marie Sklodowska-Curie grant agreement No. 101031139.

Any dissemination of the results of this event reflects only the presenters' views. The European Commission is not responsible for any use that may be made of the information it contains.

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