In all of negotiation, there is no bigger trap than "fairness." This chapter from the Negotiator's Fieldbook explains why among multiple models of fairness, people tend to believe that the one that applies here is the one that happens to favor them. This often creates a bitter element in...

There has been immense progress in experimental research on negotiation in the last 50 years. Still there are significant weaknesses in this field. One is the absence of a cumulative theory of negotiation. The output of our studies is ever more complex and sophisticated findings. These findings...

In two experiments we studied the relation between dependency and deception in the ultimatum bargaining game. Participants could deceive the other player about the value of the chips they bargained over. Dependency was manipulated by manipulating the consequences of rejecting a proposal for both...

The Coase theorem posits: If [1] property rights are perfect, [2] contracts are enforceable, [3] preferences are common knowledge, and [4] transaction costs are zero, then the initial alloca-tion of property rights only matters for distribution, not for efficiency. In this paper we claim that...

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...