This paper experimentally tests the relation between subjects' competitiveness and bargaining behavior. Bargaining is … establish a link between competitiveness and bargaining as suggested by social and evolutionary psychology. Thus, we identify … highlight that giving thought to employees' competitiveness before delegating them to participate in negotiations may pay off. …

This paper experimentally tests the relation between subjects' competitiveness and bargaining behavior. Bargaining is … establish a link between competitiveness and bargaining as suggested by social and evolutionary psychology. Thus, we identify … highlight that giving thought to employees' competitiveness before delegating them to participate in negotiations may pay off …

by a draw from an Ellsberg urn. In a within-subject experiment, subjects make decisions in three different bargaining … mechanisms: unstructured bargaining, the Texas shoot-out, and a K + 1 auction. We find that the K +1 auction is the most e¢ cient … mechanism, which is in line with theory. Free format bargaining yields a surprising number of disagreements, which are not …

We conduct multi-person one-shot ultimatum games that reflect important aspects of collective bargaining. In all …), proposals are balanced only if both groups have veto power (iii) negotiations often fail if the decision environment gives …