On the Cultural Basis of Gender Differences in Negotiation

Steffen Andersen, Seda Ertac, Uri Gneezy, John List, Sandra Maximiano

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We study how culture and social structure influence bargaining behavior across gender, by exploring the negotiation culture in matrilineal and patriarchal societies using data from a laboratory experiment and a natural field experiment. One interesting result is that in both the actual marketplace and in the laboratory bargaining game, women in the matrilineal society earn more than men, at odds with years of evidence observed in the western world. We find that this result is critically driven by which side of the market the person is occupying: female (male) sellers in the matrilineal (patriarchal) society extract more of the bargaining surplus than male (female) sellers. In the buyer role, however, we observe no significant differences across societies.
TidsskriftExperimental Economics
Udgave nummer4
Sider (fra-til)757-778
Antal sider22
StatusUdgivet - dec. 2018

Bibliografisk note

Published online: 1. November 2017


  • Gender
  • Bargaining
  • Field experiments
  • Culture