negotiation occurring within evaluation committees and test the decision rule implied by the theoretical model on the sample …

There has been a long debate on equilibrium characterization in the negotiation model when players have different time …

one potential buyer about the price of the good. If the negotiation fails to produce a sale, a second 'price sealed' bid … place in the auction rendering the negotiation prior to the auction obsolete. An experimental test of the model provides … large amount of sales occurs already during the negotiation stage. We show that risk preferences can theoretically account …

In all the literature on the theory and practice of negotiation, the governing metaphor remains consistently one of war … or fighting. This is true not only for tactical schools of power-based negotiation, but even for more constructive … dance. We will see that both the content and the process of negotiation can change dramatically once when we think of …