We analyze data on tens of thousands of alternating-offer, business-to-business negotiations in the wholesale used … mediating the negotiations. We find that who intermediates the negotiation matters: high-performing mediators are 22.03% more … negotiations, overcoming some of the inefficiency inherent in incomplete-information settings …

facilitate negotiations. Consistent with experimental and behavioral studies on fairness perceptions, we find that individuals …We discuss self-interested uses of equity arguments in international climate negotiations. Using unique data from a … arguments may be perceived as being used for different reasons, for example, out of fairness considerations or in order to …

People's fairness preferences are an important constraint for what constitutes an acceptable economic transaction, yet … play an important role in shaping perceptions of fairness. Buyers used to high market prices, for example, are more likely …-dependent fairness preferences--either based on endogenous fairness reference points or based on shifts in salience--that can account for …