Status is an important motivator of human behavior. This article examines the extent to which people are willing to adjust their negotiating behavior in response to their opponent's status level. The results of a series of experiments on the effect of status on student subjects' negotiating...

The ultimatum game is a standard instrument for laboratory experimentalists. It had been replicated in a large number of environments and points to special considerations for fairness. Although it has been popular in the experimental community, researchers have not harnessed all the statistical...

We report the results of ultimatum game experiments designed to test for differences in the behavior of women and men. Women's proposals are on average more generous than men's, regardless of the sex of the partner, and women respondents are more likely to accept an offer of a given amount. A...

Individuals engage in negotiation and bargaining on a daily basis. Some of these negotiations are small and repeated (as with a spouse, friends, or coworkers) while others are larger and relatively infrequent (as with employers, suppliers, or involving a large personal purchase). In some of...