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 … likely to close a deal than low performers. Effective mediators improve bargaining outcomes by helping buyers and sellers …

negotiations are feasible and side payments are based on the realized level of externalities. Results show that an increase in …

for the costs of political bargaining and lobbying that arise from implementing and administering government regulation …

importance of incentive-compatibility and self-enforcement and the bargaining problems faced in achieving viable, long …

such as informal agreements and ex post renegotiation. We investigate the relevance of these features experimentally. Our … the presence of informal agreements and ex post renegotiation. However, our data also reveal new behavioral features that … renegotiation changes how trading parties evaluate ex post outcomes. Interestingly, the availability of these additional options …

the case of negotiations over work rules and wages than in both the cases of fully efficient bargaining and of bargaining …The recent literature on the economic behavior of unions is dominated by a controversy over whether or not bargaining … "should" involve both these variables rather than only wages. In fact, explicit bargaining over employment levels is virtually …

Bargaining breakdown--whether as delay, conflict, or missing trade--plagues bargaining in environments with incomplete … information. Can a bargaining environment that facilitates or restricts communication alleviate these costs? We exploit a unique …, using text analysis, that the dynamics are consistent with repeat players learning how to use communication in bargaining …

We develop a dynamic bargaining model in which a leading country endogenously decides whether to sequentially negotiate … free trade agreements with subsets of countries or engage in simultaneous multilateral bargaining with all countries at … once. We show how the structure of coalition externalities shapes the choice between sequential and multilateral bargaining …