DP11514 | Women ask for less (only from men): Evidence from alternating-offer bargaining in the field

Publication Date

09/19/2016

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Abstract

We study gender differences and gender interaction effects in bargaining. Data from a TV show offer a unique opportunity to observe both bargaining outcomes and behavior, with sizable stakes. The matching between male proposers (strong position) and female responders (weak position) is different from all other matchings. No differences are observed in opening offers, but women demand less from men than from women. This differential behavior yields bargaining outcomes that are more favorable for men and less favorable for women when male proposers encounter female responders.