We study experimentally the impact of pre-play social interactions on negotiations. These interactions are often …, which could be alcoholic or nonalcoholic. To do this, our subjects take part in a standardized negotiation (complex and … study trust and reciprocity in the same context. For all-male groups, we find the same lack of superiority of interaction …

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 …

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 …

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 …

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 identify the inefficiencies that arise when negotiation between two parties takes place in the presence of …