Gender Differences in Negotiation: Evidence from Real Estate Transactions
研究发现，房地产交易中男性获得的价格优于女性，但控制房产价值后差异缩小，在重复销售样本中消除，表明价格差异源于男女需求不同而非谈判能力差异。
Abstract Negotiations over real estate show that men secure better prices than women. However, gender differences decrease when improving controls for the property's value, and is eliminated when controlling for unobserved heterogeneity in a repeated-sales sample. Rather than evidence of differences in negotiation, price differences result from men and women demanding different properties. Consistently, we find no gender difference in sales prices secured for inherited property. 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.