Gender and the social costs of claiming value: An experimental approach
Journal of Economic Behavior & Organization, 2010, vol. 76, issue 3, 549-562
This paper employs economic experiments to explore the social costs of claiming value in distributive negotiations. I use a reverse dictator game, a "Taking" game, to measure value claiming behavior and an Investment game to measure the social costs of claiming value in terms of trust offered by third parties to Takers. I observe social costs to claiming value and find that male Trustors impose higher social costs than female Trustors. Women reduce how much value they claim in the presence of social costs, but men do not. Takers anticipate this response and claim less when observed by a man.
Keywords: Negotiation; Social; costs; Gender; Trust; Economic; experiments (search for similar items in EconPapers)
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Persistent link: https://EconPapers.repec.org/RePEc:eee:jeborg:v:76:y:2010:i:3:p:549-562
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