An Experimental Inquiry of Gender Differences in Negotiation Strategy and Outcomes Agricultural Market Implications

The number of women in agricultural management positions and as business owners is increasing. A critical part of agricultural managers' success is negotiating profitable sales, which depends on negotiation strategy. We use laboratory market experiments to measure gender differences in negotiat...

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Bibliographic Details
Published inJournal of agricultural and resource economics Vol. 45; no. 2; pp. 335 - 351
Main Authors Ritten, Chian Jones, Bastian, Christopher T., Gerace, Selena, Phillips, Owen R., Nagler, Amy
Format Journal Article
LanguageEnglish
Published Logan Western Agricultural Economics Association 01.05.2020
Edition1835
Subjects
Agricultural management
Agriculture
bargaining
Contract negotiations
delivery method
Gender aspects
Gender differences
market institution
market role
Marketing
Men
Negotiations
Profits
Sex differences
Sex roles
United States > US
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Summary:The number of women in agricultural management positions and as business owners is increasing. A critical part of agricultural managers' success is negotiating profitable sales, which depends on negotiation strategy. We use laboratory market experiments to measure gender differences in negotiation strategy and related outcomes in three market contexts common to agricultural product sales. Results show that women tend to choose a negotiation strategy that focuses on trading a higher quantity but at a lower per trade profit than men. Our results further show that women will be disproportionately hurt as agricultural markets move away from traditional market environments toward privately negotiated contracts.
ISSN:1068-5502
2327-8285
DOI:10.22004/ag.econ.302458