ECON 1 Lecture Notes - Lecture 4: Best Alternative To A Negotiated Agreement
Document Summary
On the cultural basis of gender differences in negotiation (andersen: result 1: females obtain significantly larger share of bargaining surplus than males in the matrilineal society. There is no significant difference in the patriarchal society. Result 1a: male sellers in patriarchal society earn more of bargaining surplus than female sellers. Result 1b: reverse result for matrilineal society: result 2. Result 2a: male sellers ask for higher initial price than female sellers. Result 2b: male buyers ask for higher initial price in matrilineal society: result 3: males reject (and are rejected more) in matrilineal society. Result 3a: male sellers reject (and offers are rejected more often) in matrilineal society. Women do not have an inherent, natural disadvantage in bargaining. A decision-analytic approach to negotiations (raiffa: focuses on real-life conflicts with real people and actual behavior, provides guidance for the focal negotiator all components should be assessed before entering a bargaining situation.
