The effect of gender and gender pairing on bargaining: Evidence from an artefactual field experiment
通过在乌干达农村的人工实地实验，研究性别和性别配对如何影响双边讨价还价中的收益和协议达成，发现身份公开时女性同性别配对收益更高且更少分歧。
Men and women negotiate differently, which might create gender inequality in earnings from bargaining. We study the role of gender and gender pairing in bilateral bargaining, using an artefactual field experiment in rural Uganda, in which pairs of participants bargain over the division of a fixed amount of resources. We vary the gender composition of the bargaining pairs as well as the disclosure of the participants’ identities. We find gender differences in earnings and agreements, but only when identities and, thus, genders are disclosed. Women in same-gender pairs obtain higher final earnings than men and women in mixed-gender pairs, which is due to the lower likelihood of disagreement among women-only pairs. We identify gender differences in demands and demand inconsistency--the money left on the table once demands are corrected for beliefs about the counterpart’s demand--as mechanisms behind the observed gender differences in bargaining outcomes. In addition, we find that gender differences in demand inconsistency are related to gender differences in education and a measure of expected generosity.