Race, Sexual Orientation, and Intersectionality in Distributive Negotiation Outcomes for Men
通过大规模实地实验，研究种族（黑人、东亚人、白人）和性取向（同性恋、异性恋）如何影响男性在二手车谈判中的结果，发现卖家对同性恋白人男性的回复率低22.4%，对黑人和东亚男性（无论性取向）的礼貌程度更低。
Negotiations have consequences for people’s career trajectories, wealth, and well-being. Yet we still have a limited understanding of how demographic characteristics such as sexual orientation and race influence distributive negotiation outcomes, much less the intersection of multiple marginalized identities. To contribute to (1) our understanding of how identity influences negotiations and (2) research on intersectionality, we test how race (Black versus East Asian versus White) and sexual orientation (gay versus straight) influence distributive negotiation outcomes for men in a field experiment. We conducted a large-scale (n = 3,000), preregistered audit experiment involving (fictitious) buyers negotiating for cars on Craigslist. Sellers were 7.7 percentage points (22.4%) less likely to respond to gay versus straight White men. Sellers were also less polite in responses to Black and East Asian men (of any sexual orientation) than to straight White men. In a preregistered follow-up experiment (n = 500), we show that impoliteness in negotiation responses reduces positive expectations about negotiations and behavioral intentions to negotiate in the future, suggesting that differences in politeness may have consequences for racial minorities’ willingness to initiate future negotiations. Our work illuminates how identity-based biases manifest in negotiations, offers insights into theories of intersectionality, and underscores how demand-side biases can lead to supply-side differences in negotiation propensity. Supplemental Material: The online appendix is available at https://doi.org/10.1287/orsc.2023.18464 .