GENDER DIFFERENCES IN NEGOTIATION: EVIDENCE FROM REAL ESTATE TRANSACTIONS

• 成果类型: Article
• 署名作者: Andersen, Steffen; Marx, Julie; Nielsen, Kasper Meisner; Vesterlund, Lise
• 署名单位: Copenhagen Business School; Pennsylvania Commonwealth System of Higher Education (PCSHE); University of Pittsburgh
• 刊物名称: ECONOMIC JOURNAL
• ISSN/ISSBN: 0013-0133
• DOI: 10.1093/ej/ueab010
• 发表日期: 2021
• 页码: 2304-2332
• 关键词: discrimination; initiation; BACKLASH; outcomes; prices; MARKET; field; less; RACE; men

摘要

Negotiations over real estate show that men secure better prices than women. However, gender differences decrease when improving controls for the property's value, and is eliminated when controlling for unobserved heterogeneity in a repeated-sales sample. Rather than evidence of differences in negotiation, price differences result from men and women demanding different properties. Consistently, we find no gender difference in sales prices secured for inherited property. Provided appropriate controls, men and women fare equally well when negotiating over real estate. Our study demonstrates that inference on gender differences in negotiation relies critically on controlling for the value of the negotiated item.