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 …