is scarce. We conducted a controlled field experiment in collaboration with sales agents of a multinational consumer … products company to study the influence of small gifts on the outcome of business negotiations. We find that small gifts matter … of their negotiations. However, we also find that small gifts tend to be counterproductive when purchasing and sales …

is scarce. We conducted a controlled field experiment in collaboration with sales agents of a multinational consumer … products company to study the influence of small gifts on the outcome of business negotiations. We find that small gifts matter … of their negotiations. However, we also find that small gifts tend to be counterproductive when purchasing and sales …

. We conducted a natural field experiment in collaboration with sales agents of a multinational consumer products company … to study the influence of small gifts on the outcome of business negotiations. We find that small gifts matter. On … their negotiations. However, we also find that small gifts tend to be counterproductive when purchasing and sales agents …

We use a field experiment to study price discrimination in a market with price posting and negotiation. Motivated by … costs at the start of negotiations which can be overcome if consumers ex-post reveal they are informed about market prices …

-in-the-field experiment in which pairs of participants bargain over the division of a fixed amount of resources. We vary the gender …

-in-the-filed experiment in which pairs of participants bargain over the division of a fixed amount of resources. We vary the gender …