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Gender and the social costs of claiming value: An experimental approach

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  • Greig, Fiona
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    Abstract

    This 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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    File URL: http://www.sciencedirect.com/science/article/B6V8F-50VKM81-2/2/aad70d635d5b1c2d046c7f3b99b95cfd
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    Bibliographic Info

    Article provided by Elsevier in its journal Journal of Economic Behavior & Organization.

    Volume (Year): 76 (2010)
    Issue (Month): 3 (December)
    Pages: 549-562

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    Handle: RePEc:eee:jeborg:v:76:y:2010:i:3:p:549-562

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    Web page: http://www.elsevier.com/locate/jebo

    Related research

    Keywords: Negotiation Social costs Gender Trust Economic experiments;

    References

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    1. James Andreoni & Lise Vesterlund, 2001. "Which Is The Fair Sex? Gender Differences In Altruism," The Quarterly Journal of Economics, MIT Press, vol. 116(1), pages 293-312, February.
    2. James C. Cox & Cary A. Deck, 2006. "When Are Women More Generous than Men?," Economic Inquiry, Western Economic Association International, vol. 44(4), pages 587-598, October.
    3. Charness, Gary B & Brandts, Jordi, 1998. "Hot vs. Cold: Sequential Responses and Preference Stability in Experimental Games," University of California at Santa Barbara, Economics Working Paper Series qt4kx7d5pv, Department of Economics, UC Santa Barbara.
    4. Eckel, Catherine C & Grossman, Philip J, 2001. "Chivalry and Solidarity in Ultimatum Games," Economic Inquiry, Western Economic Association International, vol. 39(2), pages 171-88, April.
    5. Eckel, Catherine C & Grossman, Philip J, 1998. "Are Women Less Selfish Than Men? Evidence from Dictator Experiments," Economic Journal, Royal Economic Society, vol. 108(448), pages 726-35, May.
    6. Schechter, Laura, 2007. "Traditional trust measurement and the risk confound: An experiment in rural Paraguay," Journal of Economic Behavior & Organization, Elsevier, vol. 62(2), pages 272-292, February.
    7. Buchan, Nancy R. & Croson, Rachel T.A. & Solnick, Sara, 2008. "Trust and gender: An examination of behavior and beliefs in the Investment Game," Journal of Economic Behavior & Organization, Elsevier, vol. 68(3-4), pages 466-476, December.
    8. Nava Ashraf & Iris Bohnet & Nikita Piankov, 2006. "Decomposing trust and trustworthiness," Experimental Economics, Springer, vol. 9(3), pages 193-208, September.
    9. Paul J. Zak & Karla Borja & William T. Matzner & Robert Kurzban, 2005. "The Neuroeconomics of Distrust: Sex Differences in Behavior and Physiology," American Economic Review, American Economic Association, vol. 95(2), pages 360-363, May.
    10. Solnick, Sara J, 2001. "Gender Differences in the Ultimatum Game," Economic Inquiry, Western Economic Association International, vol. 39(2), pages 189-200, April.
    11. Nancy Buchan & Rachel Croson, 1999. "Gender and Culture: International Experimental Evidence from Trust Games," American Economic Review, American Economic Association, vol. 89(2), pages 386-391, May.
    12. Rachel Croson & Uri Gneezy, 2009. "Gender Differences in Preferences," Journal of Economic Literature, American Economic Association, vol. 47(2), pages 448-74, June.
    13. Berg Joyce & Dickhaut John & McCabe Kevin, 1995. "Trust, Reciprocity, and Social History," Games and Economic Behavior, Elsevier, vol. 10(1), pages 122-142, July.
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    Blog mentions

    As found by EconAcademics.org, the blog aggregator for Economics research:
    1. 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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