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Moral property rights in bargaining with infeasible claims
Gächter, Simon; Riedl, Arno - 2003
In many business transactions, in labor-management relations, in internationalconflicts, and welfare state reforms bargainers hold strong entitlements that are oftengenerated by claims that are not feasible any more. These entitlements seem to considerablyshape negotiation behavior. By using the...
Persistent link: https://www.econbiz.de/10011333887
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Moral property rights in bargaining
Gächter, Simon; Riedl, Arno - 2002
claims acquired in the past seem to create strong entitlements that shape current negotiations. Despite their importance, the … role of entitlements in negotiations has not received much attention. We fill the gap by designing an experiment that …
Persistent link: https://www.econbiz.de/10011409699
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On Feelings as a Heuristic for Making Offers in Ultimatum Negotiations
Stephen, Andrew T. - 2011
negotiations. Results from three experiments based on the classic ultimatum game show that, compared to proposers who do not rely … construals of negotiations that capture only the essential aspects of the situation …
Persistent link: https://www.econbiz.de/10012756629
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Dilemmas and Bargains : Autism, Theory-of-Mind, Cooperation and Fairness
Hill, Elisabeth; Sally, David F. - 2003
Mentalising is assumed to be involved in decision-making that is necessary to social interaction. We investigated the relationship between mentalising and two types of strategic games - those involving the choice to cooperate with another for joint gain or compete for own gain and those...
Persistent link: https://www.econbiz.de/10014085088
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The effects of Hispanic bilinguals language use and stereotype activation on negotiations outcomes
Alvarez, Cecilia M. O.; Taylor, Kimberly A.; Gomez, Carolina - In: Journal of business research : JBR 72 (2017), pp. 158-167
Persistent link: https://www.econbiz.de/10011645556
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Language of Bargaining
Heddaya, Mourad; Dworkin, Solomon; Tan, Chenhao; Voigt, … - 2023
. But when subjects can talk, fewer offers are exchanged, negotiations finish faster, the likelihood of reaching agreement …
Persistent link: https://www.econbiz.de/10014356737
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Reciprocity and emotions : arousal, self-reports, and expectations
Ben Shaḥar, Gershon; Bornstein, Gary; Hopfensitz, Astrid - 2004
Although reciprocity is a key concept in the social sciences, it is still unclear why people engage in costly reciprocation. In this study, physiological and self-report measures were employed to investigate the role of emotions, using the Power-to-Take Game. In this 2-person game, player 1 can...
Persistent link: https://www.econbiz.de/10011338001
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Reciprocity and emotions : arousal, self-reports, and expectations
Ben Shaḥar, Gershon; Bornstein, Gary; Hopfensitz, Astrid - 2004
Although reciprocity is a key concept in the social sciences, it is still unclear why people engage in costly reciprocation. In this study, physiological and self-report measures were employed to investigate the role of emotions, using the Power-to-Take Game. In this 2-person game, player 1 can...
Persistent link: https://www.econbiz.de/10011451382
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Moral Property Rights in Bargaining
Gächter, Simon; Riedl, Arno - 2021
claims acquired in the past seem to create strong entitlements that shape current negotiations. Despite their importance, the … role of entitlements in negotiations has not received much attention. We fill the gap by designing an experiment that …
Persistent link: https://www.econbiz.de/10013320555
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Traders' subjective appraisals : comparison of negotiations and auctions
Yu, Bo; Kersten, Gregory E.; Vahidov, Rustam - In: Journal of organizational computing and electronic commerce 25 (2015) 3, pp. 233-261
Persistent link: https://www.econbiz.de/10011341835