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 … one driver of the empirical heterogeneity of bargaining behavior and outcomes. From a management perspective our findings …

choices from a laboratory experiment. The equilibrium predicts that the large battlefield receives more than a proportional …

effect of contracts on bargaining threatpoints. We compare situations in which an initial contract is renegotiated to … strategically equivalent bargaining situations in which no ex ante contract was written. The ex ante contract causes sellers to ask … for markups that are 45 percent lower than in strategically equivalent bargaining situations without an initial contract …

effect of contracts on bargaining threatpoints. We compare situations in which an initial contract is renegotiated to … strategically equivalent bargaining situations in which no ex ante contract was written. The ex ante contract causes sellers to ask … for markups that are 45 percent lower than in strategically equivalent bargaining situations without an initial contract …

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 … one driver of the empirical heterogeneity of bargaining behavior and outcomes. From a management perspective our findings …

effect of contracts on bargaining threatpoints. We compare situations in which an initial contract is renegotiated to … strategically equivalent bargaining situations in which no ex ante contract was written. The ex ante contract causes sellers to ask … for markups that are 45 percent lower than in strategically equivalent bargaining situations without an initial contract …

Credence goods markets are characterized by asymmetric information between sellers and consumers that may give rise to … inefficiencies, such as under- and overtreatment or market break-down. We study in a large experiment with 936 participants the … higher efficiency as long as liability is violated. -- credence goods ; experiment ; liability ; verifiability ; reputation …