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Exploring the interplay between gender and situational factors in Irish real estate negotiations

Haastrup, Daniela (2023) Exploring the interplay between gender and situational factors in Irish real estate negotiations. Undergraduate thesis, Dublin, National College of Ireland.

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human behaviors are shaped by their environment is an indisputable fact, the effects of society and the environment, on human behaviors is an area of topic that has been studied extensively by researchers, the goal is to study the behaviors of people and society by identifying the components of the environment that trigger human response and how these behaviors are conditioned as result. (Thyer, A,.B, Myers, L.,L, 2017) Consequently, studies argue that social conditions have a substantial impact on the bargaining environment, potentially giving rise to gender differences. Kray et al. (2001), have all argued that that gender has a large influence on negotiation outcomes where they hold the view that men and women conform to gender stereotypes that ultimately lead to men getting better deals than women in negotiations .

For example, a study carried out by Goldsmith-Pinkham and Shue (2022) on negotiations over Real estate in the US argues that single women getting worse deals than single men with evidence from real estate transactions and housing returns “single women earn 1.5 percentage points lower annualized returns on housing relative to single men...women list for less and experience worse negotiated discounts” (Pinkham and Shue,2022). However, some studies suggest that gender has no significant effect on negotiation outcomes (Babcock et al., 2017) others studies argue that with the presence of ambiguity in the bargaining environment gender differences will continue to assume a major influence in negotiations, studies have also presented gender differences influencing the gender wage gap between women and men (Cozzi. et al, 2018). considering the discrepancies in the study of gender differences other studies have attributed negotiation outcomes to factors beyond gender and argue that situational factors such as the cultural context of negotiators and contextual factors like the specifics of property characteristics (Andersen et al, 2021).

Considering these findings, this study also highlights the impact of situational factors which is the best predictor of gender and makes it relevant to behavioral outcomes (Riley and Mcginn, 2002). Furthermore, this study notes that the extent of the impact of gender could vary based on contextual factors, individual factors and situational characteristics e.g., cultural contexts, ambiguity. By incorporating a holistic perspective to study the researcher advocates for a more nuanced approach that considers multiple factors including gender, age, ambiguity and buyers' preferences. This study aims to broaden the understanding of the complexities of negotiation outcomes and challenge stereotypical views that make overly generalized assumptions about bargaining behavior based on gender alone. Other studies present that social identities other than gender and their effects should be explored (Kray et al, 2004: Fiske, 2018). The study examines the personal experiences and observations of real estate professionals in Ireland to better understand how factors that shape one's individual experiences, behaviors and opportunities can influence negotiation outcomes.

Item Type: Thesis (Undergraduate)
MacDonald, Robert
Subjects: H Social Sciences > HV Social pathology. Social and public welfare > Discrimination
H Social Sciences > HQ The family. Marriage. Woman > Gender
H Social Sciences > HD Industries. Land use. Labor > Specific Industries > Property Industry
Divisions: School of Business > BA (Honours) in Business Studies
Depositing User: Tamara Malone
Date Deposited: 02 Jan 2024 14:57
Last Modified: 02 Jan 2024 14:57

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