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Women ask for less (only from men): Evidence from bargaining in the field

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  • Hernandez-Arenaz, Iñigo
  • Iriberri, Nagore

Abstract

Data from a TV show provide the opportunity to study gender differences and gender interaction effects in bargaining with sizable stakes. A proposer and a responder, who is selected by the proposer, bargain over a fixed pie. Proposers are in a stronger bargaining position because they have a positive outside option and information on the size of the pie, while responders have neither. The matching between male proposers and female responders stands as the most favorable for proposers. Women as responders demand less only from male proposers, which explains the difference in earnings.

Suggested Citation

  • Hernandez-Arenaz, Iñigo & Iriberri, Nagore, 2018. "Women ask for less (only from men): Evidence from bargaining in the field," Journal of Economic Behavior & Organization, Elsevier, vol. 152(C), pages 192-214.
    • Handle: RePEc:eee:jeborg:v:152:y:2018:i:c:p:192-214
    DOI: 10.1016/j.jebo.2018.06.010
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    More about this item

    Keywords

    Bargaining; Gender differences; Gender interaction effects; Field data;
    All these keywords.

    JEL classification:

    • C72 - Mathematical and Quantitative Methods - - Game Theory and Bargaining Theory - - - Noncooperative Games
    • J16 - Labor and Demographic Economics - - Demographic Economics - - - Economics of Gender; Non-labor Discrimination
    • J31 - Labor and Demographic Economics - - Wages, Compensation, and Labor Costs - - - Wage Level and Structure; Wage Differentials

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