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

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  • Ritten, Chian Jones
  • Bastian, Christopher T.
  • Gerace, Selena
  • Phillips, Owen R.
  • Nagler, Amy

Abstract

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.

Suggested Citation

  • Ritten, Chian Jones & Bastian, Christopher T. & Gerace, Selena & Phillips, Owen R. & Nagler, Amy, 2020. "An Experimental Inquiry of Gender Differences in Negotiation Strategy and Outcomes: Agricultural Market Implications," Journal of Agricultural and Resource Economics, Western Agricultural Economics Association, vol. 45(2), March.
    • Handle: RePEc:ags:jlaare:302458
    DOI: 10.22004/ag.econ.302458
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    Cited by:

    1. Chian Jones Ritten & Christopher Bastian & Owen Phillips, 2021. "The relative effectiveness of law enforcement policies aimed at reducing illegal trade: Evidence from laboratory markets," PLOS ONE, Public Library of Science, vol. 16(11), pages 1-20, November.

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    Keywords

    Marketing;

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