Gender Differences in Negotiation: Evidence from Real Estate Transactions

Research output: Working paperResearch

Abstract

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.
Original languageEnglish
Place of PublicationCambridge, MA
PublisherNational Bureau of Economic Research (NBER)
Number of pages33
DOIs
Publication statusPublished - Jun 2020
SeriesNational Bureau of Economic Research. Working Paper Series
Number27318
ISSN0898-2937

Cite this

Andersen, S., Marx, J., Meisner Nielsen, K., & Vesterlund, L. (2020). Gender Differences in Negotiation: Evidence from Real Estate Transactions. National Bureau of Economic Research (NBER). National Bureau of Economic Research. Working Paper Series, No. 27318 https://doi.org/10.3386/w27318