Master of Science in Organizational Dynamics Theses

Document Type

Thesis or dissertation

Date of this Version



Submitted to the Program of Organizational Dynamics, College of Liberal and Professional Studies in the School of Arts and Sciences in Partial Fulfillment of the Requirements for the Degree of Master of Science in Organizational Dynamics at the University of Pennsylvania

Advisor: Dawn L. Teele


This thesis explores negotiation processes for remuneration in the workplace. Drawing on a survey of 97 respondents and interviews with employees at a large private university on the East Coast of the United States, it analyzes the impact of gender on negotiation outcomes. It demonstrates that gender-based disparities persist, even when women enter into negotiation processes. The survey and interviews investigate six consequential aspects of workplace negotiation: (1) fear and assumptions in early career negotiations, (2) penalization and deviance, (3) the role of an advocate in the negotiation process, (4) generational differences in approaches to negotiation and in sharing information about remuneration, (5) drivers of negotiation, and (6) tactics and approaches to advance successful negotiation outcomes. In compiling shared experiences and identifying patterns in negotiation outcomes, constructive strategies for successful negotiation in the workplace are developed.


Gender Dynamics, Workplace Negotiations, Advocate, Tactics, Penalization and Deviance



Date Posted: 18 June 2020