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Bargaining under time pressure
Karagözoğlu, Emin; Kocher, Martin - 2015
We experimentally investigate the effect of time pressure in a rich-context, unstructured bargaining game with earned status and competing reference points. Our results show that average opening proposals, concessions, and agreed shares are very similar across different levels of time pressure....
Persistent link: https://www.econbiz.de/10011411276
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Centralised labour market negotiations
Müller, Julia; Bayındır-Upmann, Thorsten - 2013
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 … behave competitively during firm-level negotiations. Assuming that in both cases the labour market conflict is settled …
Persistent link: https://www.econbiz.de/10010210111
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Wage bargaining and labor market policy with biased expectations
Balleer, Almut; Duernecker, Georg; Forstner, Susanne; … - 2023
Recent research documents mounting evidence for sizable and persistent biases in individual labor market expectations. This paper incorporates subjective expectations into a general equilibrium labor market model and studies the implications of biased expectations for wage bargaining, vacancy...
Persistent link: https://www.econbiz.de/10014249742
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The bargaining trap
Schweighofer-Kodritsch, Sebastian - 2022
I revisit the Rubinstein (1982) model for the classic problem of price haggling and show that bargaining can become a "trap," where equilibrium leaves one party strictly worse off than if no transaction took place (e.g., the equilibrium price exceeds a buyer's valuation). This arises when one...
Persistent link: https://www.econbiz.de/10013358929
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Negotiating to avoid "gradual" versus "dangerous" climate change : an experimental test of two prisoners' dilemmas
Barrett, Scott; Dannenberg, Astrid - 2014
According to the Framework Convention on Climate Change, global collective action is needed to stabilize "greenhouse gas concentrations in the atmosphere at a level that would prevent dangerous [our emphasis] anthropogenic interference with the climate system." The Framework Convention thus...
Persistent link: https://www.econbiz.de/10010229864
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Hidden persuaders : do small gifts lubricate business negotiations?
Maréchal, Michel André; Thöni, Christian - 2016
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 …
Persistent link: https://www.econbiz.de/10011472074
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The focusing effect in negotiations
Canidio, Andrea; Karle, Heiko - 2021
Two players with preferences distorted by the focusing effect (Koszegi and Szeidl, 2013) negotiate an agreement over several issues and one transfer. We show that, as long as their preferences are differentially distorted, an issue will be inefficiently left out of the agreement or inefficiently...
Persistent link: https://www.econbiz.de/10012619453
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Hidden persuaders : do small gifts lubricate business negotiations?
Maréchal, Michel André; Thöni, Christian - 2018
to study the influence of small gifts on the outcome of business negotiations. We find that small gifts matter. On … their negotiations. However, we also find that small gifts tend to be counterproductive when purchasing and sales agents …
Persistent link: https://www.econbiz.de/10011859309
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Issue linkage and issue tie-in in multilateral negotiations
Conconi, Paola; Perroni, Carlo - 2001
We describe a model of international, multidimensional policy coordination where countries can enter into selective and separate agreements with different partners along different policy dimensions. The model is used to examine the implications of negotiation tie-in - the requirement that...
Persistent link: https://www.econbiz.de/10011400892
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Bargaining with two-person-groups : on the insignificance of the patient partner
Kirchkamp, Oliver; Vollstädt, Ulrike - 2013
Although many real bargaining situations involve more than two people, much of the theoretical and experimental research concentrates on the two player situation. We study the simplest possible extension: four people (two two-person groups) of different patience bargain with each other....
Persistent link: https://www.econbiz.de/10009721994