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The Effect of Gender and Gender Pairing on Bargaining: Evidence from an Artefactual Field Experiment

Author

Listed:
  • D'Exelle, Ben
  • Gutekunst, Christine

    (School of Business and Economics)

  • Riedl, Arno

    (RS: GSBE Theme Human Decisions and Policy Design, Microeconomics & Public Economics)

Abstract
Men and women negotiate differently, which might create gender inequality in access to resources as well as efficiency losses due to disagreement. We study the role of gender and gender pairing in bilateral bargaining, using a lab-in-the-filed experiment in which pairs of participants bargain over the division of a fixed amount of resources. We vary the gender composition of the bargaining pairs as well as the disclosure of the participants’ identities. We find gender differences in earnings, agreement and demands, but only when the identities are disclosed. Women in same-gender pairs obtain higher earnings than men and women in mixed-gender pairs. This is the result of the lower likelihood of disagreement among women-only pairs. Women leave more on the bargaining table, conditional on their beliefs, which contributes to the lower disagreement and higher earnings among women-only pairs.

Suggested Citation

  • D'Exelle, Ben & Gutekunst, Christine & Riedl, Arno, 2020. "The Effect of Gender and Gender Pairing on Bargaining: Evidence from an Artefactual Field Experiment," Research Memorandum 034, Maastricht University, Graduate School of Business and Economics (GSBE).
    • Handle: RePEc:unm:umagsb:2020034
    DOI: 10.26481/umagsb.2020034
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    JEL classification:

    • C90 - Mathematical and Quantitative Methods - - Design of Experiments - - - General
    • J16 - Labor and Demographic Economics - - Demographic Economics - - - Economics of Gender; Non-labor Discrimination
    • O12 - Economic Development, Innovation, Technological Change, and Growth - - Economic Development - - - Microeconomic Analyses of Economic Development

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