Item #291
42% of males vs 28% females initiated negotiation (males 50% more likely to negotiate)
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
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