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Gender Differences In Experimental Wage Negotiations

Author

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  • MARCUS DITTRICH
  • ANDREAS KNABE
  • KRISTINA LEIPOLD

Abstract

type="main" xml:lang="en"> We examine behavioral gender differences and gender pairing effects in a laboratory experiment with face-to-face alternating-offers wage bargaining. Our results suggest that gender differences in bargaining behavior are role-dependent. We find that women obtain worse bargaining outcomes than men when they take on the role of employees, but not when they act as employers. Differences in bargaining outcomes can be explained by the bargaining parties' initial offers and counteroffers. We do not find evidence for behavioral differences between men and women in the process of alternating offers after first offers and counteroffers are made.(JEL J16, C78, C91)

Suggested Citation

  • Marcus Dittrich & Andreas Knabe & Kristina Leipold, 2014. "Gender Differences In Experimental Wage Negotiations," Economic Inquiry, Western Economic Association International, vol. 52(2), pages 862-873, April.
    • Handle: RePEc:bla:ecinqu:v:52:y:2014:i:2:p:862-873
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    Citations

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    Cited by:

    1. Christine L. Exley & Muriel Niederle & Lise Vesterlund, 2016. "Knowing When to Ask: The Cost of Leaning In," NBER Working Papers 22961, National Bureau of Economic Research, Inc.
    2. repec:aag:wpaper:v:23:y:2019:i:1:p:1-30 is not listed on IDEAS
    3. Ruppert, Andrea & Voigt, Martina, 2014. "Verhandlungsstrategien und Verhandlungstaktiken in Gehaltsverhandlungen," Working Paper Series: Business and Law 06, Frankfurt University of Applied Sciences, Faculty of Business and Law.
    4. Shuwen Li & Xiangdong Qin & Daniel Houser, 2018. "Revisiting gender differences in ultimatum bargaining: experimental evidence from the US and China," Journal of the Economic Science Association, Springer;Economic Science Association, vol. 4(2), pages 180-190, December.
    5. Jaanika Merikull & Pille Mõtsmees, 2015. "Do you get what you ask? The gender gap in desired and realised wages," Bank of Estonia Working Papers wp2014-9, Bank of Estonia, revised 20 Jan 2015.
    6. SeEun Jung & Radu Vranceanu, 2017. "Gender Interaction in Teams: Experimental Evidence on Performance and Punishment Behavior," Korean Economic Review, Korean Economic Association, vol. 33, pages 95-126.
    7. Tobol, Yossef & Bar-El, Ronen & Arbel, Yuval & Azar, Ofer H., 2019. "Gender Differences in the Effect of Employee-Manager Friendships on Salary Dynamics in CPA Firms," IZA Discussion Papers 12707, Institute of Labor Economics (IZA).
    8. repec:eee:jeborg:v:152:y:2018:i:c:p:192-214 is not listed on IDEAS
    9. Elif E. Demiral & Johanna Mollerstrom, 2018. "The Entitlement Effect in the Ultimatum Game - Does It Even Exist?," Discussion Papers of DIW Berlin 1756, DIW Berlin, German Institute for Economic Research.
    10. Hernandez-Arenaz, Iñigo & Iriberri, Nagore, 2016. "Women ask for less (only from men): Evidence from alternating-offer bargaining in the field," CEPR Discussion Papers 11514, C.E.P.R. Discussion Papers.
    11. Norma Burow & Miriam Beblo & Denis Beninger & Melanie Schröder, 2017. "Why Do Women Favor Same-Gender Competition? Evidence from a Choice Experiment," Discussion Papers of DIW Berlin 1662, DIW Berlin, German Institute for Economic Research.
    12. David Newton & Mikhail Simutin, 2015. "Of Age, Sex, and Money: Insights from Corporate Officer Compensation on the Wage Inequality Between Genders," Management Science, INFORMS, vol. 61(10), pages 2355-2375, October.
    13. Elif E. Demiral & Johanna Mollerstrom, 2017. "Entitled Women – but Not Men – Make Tougher Strategic Demands as Proposers in the Ultimatum Game," Discussion Papers of DIW Berlin 1708, DIW Berlin, German Institute for Economic Research.
    14. Wei-Bin ZHANG, 2014. "Gender Discrimination, Education and Economic Growth in a Generalized Uzawa-Lucas Two-Sector Model," Timisoara Journal of Economics and Business, West University of Timisoara, Romania, Faculty of Economics and Business Administration, vol. 7(1), pages 1-34.
    15. Estrella Gomez-Herrera & Frank Müller-Langer, 2019. "Is There a Gender Wage Gap in Online Labor Markets? Evidence from Over 250,000 Projects and 2.5 Million Wage Bill Proposals," CESifo Working Paper Series 7779, CESifo Group Munich.
    16. Dittrich, Marcus & Leipold, Kristina, 2014. "Gender differences in time preferences," Economics Letters, Elsevier, vol. 122(3), pages 413-415.
    17. Anya Samek, 2015. "Gender Differences in Job Entry Decisions: A University-Wide Field Experiment," Natural Field Experiments 00419, The Field Experiments Website.
    18. repec:eee:jeborg:v:161:y:2019:i:c:p:35-51 is not listed on IDEAS
    19. repec:eee:labeco:v:59:y:2019:i:c:p:92-109 is not listed on IDEAS
    20. Hernandez-Arenaz, & Iriberri, Nagore, 2018. "Gender Differences in Alternating-Offer Bargaining: An Experimental Study," CEPR Discussion Papers 12561, C.E.P.R. Discussion Papers.
    21. repec:oup:oxecpp:v:70:y:2018:i:4:p:919-949. is not listed on IDEAS
    22. Marcus Dittrich & Kristina Leipold, 2014. "Gender Differences in Strategic Reasoning," CESifo Working Paper Series 4763, CESifo Group Munich.
    23. Pikos, Anna Katharina & Straub, Alexander, 2019. "Mind the absent gap: Gender-specific competitiveness in non-professional sports," Hannover Economic Papers (HEP) dp-652, Leibniz Universität Hannover, Wirtschaftswissenschaftliche Fakultät.
    24. Nguyen, Yen, 2019. "Emotions and strategic interactions," Other publications TiSEM 3358deab-10bb-4b50-a147-a, Tilburg University, School of Economics and Management.

    More about this item

    JEL classification:

    • C72 - Mathematical and Quantitative Methods - - Game Theory and Bargaining Theory - - - Noncooperative Games
    • C91 - Mathematical and Quantitative Methods - - Design of Experiments - - - Laboratory, Individual Behavior
    • J16 - Labor and Demographic Economics - - Demographic Economics - - - Economics of Gender; Non-labor Discrimination

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