Gender Differences in Negotiation
Evidence from Real Estate Transactions
Bibliographic Data
| ID | 9708301 |
|---|---|
| Authors | Steffen Andersen (0000-0002-2384-3161, Copenhagen Business School), Julie Marx (0000-0003-0828-4266, Copenhagen Business School), Kasper Meisner Nielsen (0000-0002-8043-0769, Copenhagen Business School), Lise Vesterlund (University of Pittsburgh, corresponding author) |
| Year | 2021 |
| Volume | 131 |
| Issue | 638 |
| Pages | 2304-2332 |
| Publication date | 2021-08-01 |
| Peer Reviewed | Yes |
| Open Access | Yes |
| Type | ARTICLE |
| Venue | The Economic Journal (JOURNAL) |
| Journal identifiers | ISSN: 0013-0133 • E-ISSN: 1468-0297 |
| Publisher | Oxford University Press (PUBLISHER • GB) |
| DOI | 10.1093/ej/ueab010 |
| OpenAlex | W4285486472 |
| Language | EN |
| Citations received | 2 |
| References cited | 37 |
Negotiations over real estate show that men secure better prices than women. However, gender differences decrease when improving controls for the property's value, and is eliminated when controlling for unobserved heterogeneity in a repeated-sales sample. Rather than evidence of differences in negotiation, price differences result from men and women demanding different properties. Consistently, we find no gender difference in sales prices secured for inherited property. 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
Business · Negotiation · Political science · Real estate · Finance · Gender Diversity and Inequality · Law · Law, Economics, and Judicial Systems · Names, Identity, and Discrimination Research
What Works
Gender and the labor market
Punishing female negotiators for asserting too much…or not enough
Missing women.
Chivalry and solidarity in ultimatum games
Women Don't Ask
The Nature and Extent of Discrimination in the Marketplace
Estimating Bargaining Power in the Market for Existing Homes
How Can Women Escape the Compensation Negotiation Dilemma? Relational Accounts Are One Answer
Knowing When to Ask
Battle of the sexes
Who goes to the bargaining table? The influence of gender and framing on the initiation of negotiation
Negotiating gender roles
Constraints and triggers
A meta-analysis on gender differences in negotiation outcomes and their moderators
The Composition and Drawdown of Wealth in Retirement
| Unique citing works | 2 |
|---|---|
| Citations per year | 2 |
| Citation span | 2025 - 2026 (2) |
| Citation velocity | current |
| Highly cited | No |
| Citation types | Neutral: 2 |