Not long ago, economics has been grounded on the hypothesis that the economic behavior is only motivated by the self-interest. As a consequence, it is very easy to accept this assumption, specially if economics is considered as a non-experimental science. During the two last decades, this point...

Based on a non cooperative model with asymmetric information tested by means of a laboratory experiment, this paper examines the influence of a negotiation outcome on the demand behavior in subsequent negotiations. While the assumption of inflationary wage claims is rejected by the data, a...