This paper models a legislature in which the same agenda setter serves for two periods, showing how he can exploit a legislature (completely) in the first period by promising future benefits to legislators who support him. In equilibrium, a large majority of legislators vote for the first-period...

This paper reports results from a bargaining experiment testing the effect on settlement rates of a damage cap set much higher than the value of the underlying claim. We furnished 462 student subjects with materials outlining a personal injury lawsuit in which the only unresolved claim was the...

We explore how situational factors moderate gender differences in negotiation. We conduct a baseline study with MBA students and 2 experiments with laboratory participants. In Study 1, males (vs. females) report significantly higher performance targets and agreement payoffs within a structurally...

Over the last two decades, there has been an upsurge in research in social psychology on the relationships among gender, cognition, and social behavior. Over the same period, studies of gender in negotiation have declined, and the field has largely abandoned the gender variable as an...