Item #291

Topic: Income

Source

Citation: Gender Differences in Initiation of Negotiation: Does The Gender of the Negotiation Counterpart Matter?, p. 1

Author(s): Eriksson, Sandberg

Institution(s): Stockholm School of Economics



Link: http://www.ne.su.se/polopoly_fs/1.99257.1346412310!/menu/standard/file/anna_sandberg.pdf





Nation(s): Sweden

Year(s): 2012

Source: Primary

Type: Behavioral Experiment

Discussion

Other Notes:

Interesting note: men and women are equally likely to initiate negotiation with a man; men are likely to initiate negotiaion with a woman, but women aren’t. Possible anecdotal evidence for (1) men actually considering women equals and (2) women not considering men their equals but someone more easy to persuade than their equals. Given inborn white knighting, (2) is consistent with lived experience