On the Cultural Basis of Gender Differences in Negotiation

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

Research output: Contribution to journalJournal articleResearchpeer-review

Abstract

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.
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.
LanguageEnglish
JournalExperimental Economics
Number of pages22
ISSN1386-4157
DOIs
StatePublished - 1 Nov 2017

Bibliographical note

Epub ahead of print. Published online: 1. November 2017

Keywords

  • Gender
  • Bargaining
  • Field experiments
  • Culture

Cite this

Andersen, Steffen ; Ertac, Seda ; Gneezy, Uri ; List, John ; Maximiano, Sandra. / On the Cultural Basis of Gender Differences in Negotiation. In: Experimental Economics. 2017
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On the Cultural Basis of Gender Differences in Negotiation. / Andersen, Steffen; Ertac, Seda; Gneezy, Uri; List, John; Maximiano, Sandra.

In: Experimental Economics, 01.11.2017.

Research output: Contribution to journalJournal articleResearchpeer-review

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N2 - 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.

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Andersen S, Ertac S, Gneezy U, List J, Maximiano S. On the Cultural Basis of Gender Differences in Negotiation. Experimental Economics. 2017 Nov 1. Available from, DOI: 10.1007/s10683-017-9547-y