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 …

signing an incomplete agreement and later finalizing the outcome of the negotiation. Negotiating in stages increases the … efficiency of the negotiation, despite the fact that the players’ preferences are distorted by the focusing effect also when …

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 …

negotiation tie-in - the requirement that agreements must span multiple dimensions of interaction - for the viability of … some cases negotiation tie-in has either no effect or can make multilateral cooperation more viable, in others a formal tie …

Although many real bargaining situations involve more than two people, much of the theoretical and experimental …, that the impact of the patient member can be quite small. -- bargaining experiment ; heterogeneous group members …

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

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. …

claims acquired in the past seem to create strong entitlements that shape current negotiations. Despite their importance, the … role of entitlements in negotiations has not received much attention. We fill the gap by designing an experiment that … allows us to measure the entitlements and to track them through the whole negotiation process. We find strong entitlement …

We experimentally investigate the effect of time pressure in a rich-context, unstructured bargaining game with earned … explained by a stronger connection between the tension in first proposals and the final bargaining outcome under time pressure …