DP11514 Women ask for less (only from men): Evidence from alternating-offer bargaining in the field

Author(s): Iñigo Hernandez-Arenaz, Nagore Iriberri
Publication Date: September 2016
Keyword(s): Alternating-offer bargaining, field data, gender differences, gender interaction effects
JEL(s): C72, J16, J31
Programme Areas: Labour Economics
Link to this Page: cepr.org/active/publications/discussion_papers/dp.php?dpno=11514

We study gender differences and gender interaction effects in bargaining. Data from a TV show offer a unique opportunity to observe both bargaining outcomes and behavior, with sizable stakes. The matching between male proposers (strong position) and female responders (weak position) is different from all other matchings. No differences are observed in opening offers, but women demand less from men than from women. This differential behavior yields bargaining outcomes that are more favorable for men and less favorable for women when male proposers encounter female responders.