Women ask for less (only from men): Evidence from alternating-offer bargaining in the field

Nagore Iriberri

No 11514, CEPR Discussion Papers from Centre for Economic Policy Research

Abstract: We study gender differences and gender interaction effects in bargaining. Data from a TV show offer a unique opportunity to observe both bargaining outcomes and behavior, with sizable stakes. The matching between male proposers (strong position) and female responders (weak position) is different from all other matchings. No differences are observed in opening offers, but women demand less from men than from women. This differential behavior yields bargaining outcomes that are more favorable for men and less favorable for women when male proposers encounter female responders.

Keywords: Alternating-offer bargaining; Gender interaction effects; Field data; Gender differences (search for similar items in EconPapers)
JEL-codes: C72 J16 J31 (search for similar items in EconPapers)
Date: 2016-09
New Economics Papers: this item is included in nep-dem, nep-gth and nep-lma
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Citations: View citations in EconPapers (8)

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