The “winner's curse†occurs in competitive situations when a successful buyer finds that he or she has paid too much for a commodity of uncertain value. This study provides an experimental demonstration of the winner's curse, and identifies factors that affect the existence and...

Bargaining and negotiation research has traditionally been of significant interest to those in the industrial relations field. The current work in this area may be divided into four common perspectives: economic models, structural effects, personality differences in negotiators, and behavioral...