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Gender and Negotiation in the Small: Are Women Perceived to Be More Cooperative than Men?

We surveyed research by experimental economists that examines gender differences in negotiation in the context of two simple, two-player games. Our purpose is to uncover empirical regularities in the results that might be useful to teachers or practitioners of negotiation. In the dictator game, one player unilaterally determines the division of a fixed amount of money. In the ultimatum game, one player offers a division and the other must accept or reject that offer; if rejected, both players receive a zero payoff. The results have shown that, on balance, women tend to be more egalitarian than men, to expect and ask for less in the negotiation. Women also seem to be more responsive to the context of a negotiation and are less likely to fail to reach an agreement than men. These differences are small, however, in comparison with differences in expectations about what women and men will do. We conclude that stereotyping is alive and well in negotiations and that this can help or hinder negotiation outcomes, depending on the context.

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File URL: http://dx.doi.org/10.1111/j.1571-9979.2008.00196.x
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Paper provided by Monash University, Department of Economics in its series Monash Economics Working Papers with number archive-02.

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Length: 17 pages
Date of creation: 2008
Date of revision:
Publication status: Published in Negotiation Journal, Vol. 24, No. 4, pp. 429-445, 2008
Handle: RePEc:mos:moswps:archive-02
Contact details of provider: Postal: Department of Economics, Monash University, Victoria 3800, Australia
Phone: +61-3-9905-2493
Fax: +61-3-9905-5476
Web page: http://www.buseco.monash.edu.au/eco/
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