NATIONAL BUREAU OF ECONOMIC RESEARCH
NATIONAL BUREAU OF ECONOMIC RESEARCH
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Julie Marx

Department of Finance
Copenhagen Business School
Solbjerg Plads 3
DK-2000 Frederiksberg
Denmark

E-Mail: jma.fi@cbs.dk
Institutional Affiliation: Copenhagen Business School

NBER Working Papers and Publications

June 2020Gender Differences in Negotiation: Evidence from Real Estate Transactions
with Steffen Andersen, Kasper Meisner Nielsen, Lise Vesterlund: w27318
We investigate negotiations over real estate and find that men secure better prices than women when negotiating to buy and sell property. However, the gender difference declines substantially when improving controls for the property’s value; and is eliminated when controlling for unobserved heterogeneity in a sample of repeated sales. Rather than evidence of gender differences in negotiation, the initial difference in prices is evidence that men and women demand different properties. Consistently we find no gender difference in the sales price secured for property inherited from a deceased parent. 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 co...
 
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