Experimental research on cross-cultural negotiations typically involves subjects negotiating in a classroom or laboratory setting. Such negotiations are brief, with a strictly imposed deadline and face-to-face. Further, the negotiations typically involve dyads from the same country. The...

Standard models of agency theory assume that the principal has considerable information about the preferences of the agent. Once this assumption is relaxed, the question arises whether the principal should try to obtain additional information about the agent's preferences. In this paper we...