Gender and the social costs of claiming value: An experimental approach
AbstractThis paper employs economic experiments to explore the social costs of claiming value in distributive negotiations. I use a reverse dictator game, a "Taking" game, to measure value claiming behavior and an Investment game to measure the social costs of claiming value in terms of trust offered by third parties to Takers. I observe social costs to claiming value and find that male Trustors impose higher social costs than female Trustors. Women reduce how much value they claim in the presence of social costs, but men do not. Takers anticipate this response and claim less when observed by a man.
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Bibliographic InfoArticle provided by Elsevier in its journal Journal of Economic Behavior & Organization.
Volume (Year): 76 (2010)
Issue (Month): 3 (December)
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Web page: http://www.elsevier.com/locate/jebo
Negotiation Social costs Gender Trust Economic experiments;
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Blog mentionsAs found by EconAcademics.org, the blog aggregator for Economics research:
- A lose-lose proposition: what's really happening when women negotiate
by Mara Olekalns, Professor of Management - Negotiations at Melbourne Business School in The Conversation on 2012-04-10 20:59:10
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