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