TY - UNPB
T1 - Gender Differences in Negotiation
T2 - Evidence from Real Estate Transactions
AU - Andersen, Steffen
AU - Marx, Julie
AU - Meisner Nielsen, Kasper
AU - Vesterlund, Lise
PY - 2020/6
Y1 - 2020/6
N2 - We investigate negotiations over real estate and find that men secure better prices than women when negotiating to buy and sell property. However, the gender difference declines substantially when improving controls for the property’s value; and is eliminated when controlling for unobserved heterogeneity in a sample of repeated sales. Rather than evidence of gender differences in negotiation, the initial difference in prices is evidence that men and women demand different properties. Consistently we find no gender difference in the sales price secured for property inherited from a deceased parent. 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.
AB - We investigate negotiations over real estate and find that men secure better prices than women when negotiating to buy and sell property. However, the gender difference declines substantially when improving controls for the property’s value; and is eliminated when controlling for unobserved heterogeneity in a sample of repeated sales. Rather than evidence of gender differences in negotiation, the initial difference in prices is evidence that men and women demand different properties. Consistently we find no gender difference in the sales price secured for property inherited from a deceased parent. 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.
UR - https://sfx-45cbs.hosted.exlibrisgroup.com/45cbs?url_ver=Z39.88-2004&url_ctx_fmt=info:ofi/fmt:kev:mtx:ctx&ctx_enc=info:ofi/enc:UTF-8&ctx_ver=Z39.88-2004&rfr_id=info:sid/sfxit.com:azlist&sfx.ignore_date_threshold=1&rft.object_id=110978978383121&rft.object_portfolio_id=&svc.holdings=yes&svc.fulltext=yes
U2 - 10.3386/w27318
DO - 10.3386/w27318
M3 - Working paper
T3 - National Bureau of Economic Research. Working Paper Series
BT - Gender Differences in Negotiation
PB - National Bureau of Economic Research (NBER)
CY - Cambridge, MA
ER -