Although many real bargaining situations involve more than two people, much of the theoretical and experimental …

efficiently according to the familiar Nash bargaining solution, we show that central negotiations lead to a lower employment level …This paper contributes to the analysis of central vs. decentral (firm-level) labour market negotiations. We argue that … during negotiations on a central scale employers and employees plausibly take output market effects into account, while they …

ultimately not formed. Articulation of hypothetical outside options in the bargaining process determines the relative bargaining …

if the buyer's bargaining position is sufficiently strong. Moreover, we show that negotiations provide stronger … post. We show that this is achieved by bilateral negotiations but not by auctions. Negotiations strictly outperforms … use of negotiations as a procurement mechanism in private industry …

We experimentally investigate a bargaining environment in which players negotiate over a fixed payment to one player …. Moreover, bargaining frictions increase as risk increases, and we document more frequent disagreements as risk increases. When … bargaining models require some separation between the determinants of bargaining power and fair compensation for risk exposure …

products company to study the influence of small gifts on the outcome of business negotiations. We find that small gifts matter … of their negotiations. However, we also find that small gifts tend to be counterproductive when purchasing and sales …

We compare two commonly used mechanisms in procurement: auctions and negotiations. The execution of the procurement … – that an intransparent negotiation yields a higher buyer surplus than a transparent auction for a range of parameters. In … negotiation yields a higher buyer surplus with a probability arbitrary close to 1 in the parameter space. Moreover, if the …

equilibrium policy is smaller, because their bargaining power is reduced compared to a single ballot election. The predictions on …

likelihood of agreement in bilateral negotiations over the provision of a public good when parties have private information over …

discuss important extensions of the standard ultimatum bargaining game in a unified framework, and, third, we offer a survey … of the experimental ultimatum bargaining literature containing papers published since the turn of the century. The paper … argues that the ultimatum game is an extremely versatile tool for research in bargaining and on social preferences. Finally …