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Gender Differences in Negotiation: Evidence from Real Estate Transactions / Steffen Andersen, Julie Marx, Kasper Meisner Nielsen, Lise Vesterlund.
- Format:
- Book
- Author/Creator:
- Andersen, Steffen.
- Series:
- Working Paper Series (National Bureau of Economic Research) no. w27318.
- NBER working paper series no. w27318
- Language:
- English
- Physical Description:
- 1 online resource: illustrations (black and white);
- Place of Publication:
- Cambridge, Mass. National Bureau of Economic Research 2020.
- Summary:
- We investigate negotiations over real estate and find that men secure better prices than women when negotiating to buy and sell property. However, the gender difference declines substantially when improving controls for the property's value; and is eliminated when controlling for unobserved heterogeneity in a sample of repeated sales. Rather than evidence of gender differences in negotiation, the initial difference in prices is evidence that men and women demand different properties. Consistently we find no gender difference in the sales price secured for property inherited from a deceased parent. 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.
- Notes:
- Print version record
- June 2020.
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