IDEAS home Printed from https://ideas.repec.org/a/oup/econjl/v131y2021i638p2304-2332..html

Gender Differences in Negotiation: Evidence from Real Estate Transactions

Author

Listed:
  • Steffen Andersen
  • Julie Marx
  • Kasper Meisner Nielsen
  • Lise Vesterlund

Abstract

Negotiations over real estate show that men secure better prices than women. However, gender differences decrease when improving controls for the property's value, and is eliminated when controlling for unobserved heterogeneity in a repeated-sales sample. Rather than evidence of differences in negotiation, price differences result from men and women demanding different properties. Consistently, we find no gender difference in sales prices secured for inherited property. Provided appropriate controls, men and women fare equally well when negotiating over real estate. Our study demonstrates that inference on gender differences in negotiation relies critically on controlling for the value of the negotiated item.

Suggested Citation

  • Steffen Andersen & Julie Marx & Kasper Meisner Nielsen & Lise Vesterlund, 2021. "Gender Differences in Negotiation: Evidence from Real Estate Transactions," The Economic Journal, Royal Economic Society, vol. 131(638), pages 2304-2332.
    • Handle: RePEc:oup:econjl:v:131:y:2021:i:638:p:2304-2332.
    as

    Download full text from publisher

    File URL: http://hdl.handle.net/10.1093/ej/ueab010
    Download Restriction: Access to full text is restricted to subscribers.
    ---><---

    As the access to this document is restricted, you may want to look for a different version below or

    for a different version of it.

    Other versions of this item:

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. S.B. Caudill & L. Ciucci & C. Detotto, 2024. "Bargaining power: Do individuals outperform groups?," Working Paper CRENoS 202419, Centre for North South Economic Research, University of Cagliari and Sassari, Sardinia.
    2. Shelly Lundberg, 2023. "Gender Economics: Dead-Ends and New Opportunities," Research in Labor Economics, in: 50th Celebratory Volume, volume 50, pages 151-189, Emerald Group Publishing Limited.
    3. William N Goetzmann & Christophe Spaenjers & Stijn Van Nieuwerburgh, 2021. "Real and Private-Value Assets [Gendered prices]," The Review of Financial Studies, Society for Financial Studies, vol. 34(8), pages 3497-3526.
    4. Kiessling, Lukas & Pinger, Pia & Seegers, Philipp & Bergerhoff, Jan, 2024. "Gender differences in wage expectations and negotiation," Labour Economics, Elsevier, vol. 87(C).
    5. Alda Botelho Azevedo & Inês Gonçalves & João Pereira dos Santos, 2025. "Can’t Buy Me Home – Beliefs, Facts, and Policy in the Housing Affordability Crisis," GEE Papers 191, Gabinete de Estratégia e Estudos, Ministério da Economia, revised Jun 2025.
    6. Massoud Moslehpour & Mein-Woei Suen & Yu-Te Tu & Ranfeng Qiu, 2021. "The Moderating Role of Gender in the Relationship between Ethics and Negotiation Style," Advances in Decision Sciences, Asia University, Taiwan, vol. 25(3), pages 26-45, September.
    7. Carlsson, Fredrik & Kataria, Mitesh & Lampi, Elina, 2024. "Sexual objectification of women in media and the gender wage gap: Does exposure to objectifying pictures lower the reservation wage?," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 108(C).
    8. Barbara Biasi & Heather Sarsons, 2020. "Flexible Wages, Bargaining, and the Gender Gap," NBER Working Papers 27894, National Bureau of Economic Research, Inc.
    9. Jack Blundell, 2021. "Wage responses to gender pay gap reporting requirements," CEP Discussion Papers dp1750, Centre for Economic Performance, LSE.
    10. Paul Goldsmith‐Pinkham & Kelly Shue, 2023. "The Gender Gap in Housing Returns," Journal of Finance, American Finance Association, vol. 78(2), pages 1097-1145, April.
    11. Jetter, Michael & Stockley, Kieran, 2021. "Gender Match and the Gender Gap in Venture Capital Financing: Evidence from Shark Tank," IZA Discussion Papers 14069, Institute of Labor Economics (IZA).
    12. Botelho Azevedo, Alda & Gonçalves, Inês & Pereira dos Santos, João, 2025. "Can’t Buy Me Home: Beliefs, Facts, and Policy in the Housing Affordability Crisis," IZA Discussion Papers 18073, Institute of Labor Economics (IZA).
    13. Dragana Cvijanović & Christophe Spaenjers, 2021. "“We’ll Always Have Paris”: Out-of-Country Buyers in the Housing Market," Management Science, INFORMS, vol. 67(7), pages 4120-4138, July.
    14. Yongseok Kim & Junyeol Ryu & Myongjin Kim & Suman Basuroy, 2025. "Mass shooting, gender, and housing price disparities," Marketing Letters, Springer, vol. 36(3), pages 369-383, September.
    15. Popov, Alexander, 2022. "The division of spoils in a booming industry," Journal of Economic Behavior & Organization, Elsevier, vol. 198(C), pages 341-369.
    16. Michael Jetter & Kieran Stockley, 2023. "Gender match and negotiation: evidence from angel investment on Shark Tank," Empirical Economics, Springer, vol. 64(4), pages 1947-1977, April.
    17. Blundell, Jack, 2021. "Wage responses to gender pay gap reporting requirements," LSE Research Online Documents on Economics 114416, London School of Economics and Political Science, LSE Library.
    18. Iñigo Hernandez-Arenaz & Nagore Iriberri, 2023. "Gender differences in alternating-offer bargaining: an experimental study," Experimental Economics, Springer;Economic Science Association, vol. 26(4), pages 879-914, September.

    More about this item

    JEL classification:

    • J16 - Labor and Demographic Economics - - Demographic Economics - - - Economics of Gender; Non-labor Discrimination
    • R30 - Urban, Rural, Regional, Real Estate, and Transportation Economics - - Real Estate Markets, Spatial Production Analysis, and Firm Location - - - General

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:oup:econjl:v:131:y:2021:i:638:p:2304-2332.. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Oxford University Press or the person in charge (email available below). General contact details of provider: https://edirc.repec.org/data/resssea.html .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.