On the cultural basis of gender differences in negotiation
通过实验室实验和实地实验，研究母系社会和父系社会中谈判行为的性别差异，发现母系社会女性在卖方角色中比男性获得更多谈判盈余，与西方证据相反。
Abstract We study how culture and social structure influence bargaining behavior across gender, by exploring the negotiation culture in matrilineal and patriarchal societies using data from a laboratory experiment and a natural field experiment. One interesting result is that in both the actual marketplace and in the laboratory bargaining game, women in the matrilineal society earn more than men, at odds with years of evidence observed in the western world. We find that this result is critically driven by which side of the market the person is occupying: female (male) sellers in the matrilineal (patriarchal) society extract more of the bargaining surplus than male (female) sellers. In the buyer role, however, we observe no significant differences across societies.