Even though experience was found to improve decision-making in several tasks, there are instances in which learning is ineffective. The current paper studies one example of the last category, namely the persisting tendency of negotiators in bilateral bargaining under asymmetric information to...

The present research adapts analogical training to teach negotiators broad thought processes for creating value. Recently, specific analogical training, wherein negotiators draw analogies between different cases involving the same strategy, was shown to be effective for learning and transferring...

In an experiment, players’ ability to learn to cooperate in the repeated prisoner’s dilemma was substantially diminished when the payoffs were noisy, even though players could monitor one another's past actions perfectly. In contrast, in one-time play against a succession of...

The ultimatum game models social exchange in situations in which the rational motive to maximize gains conflicts with fairness considerations. Using two independent behavioral measurements, the authors tested two contradicting predictions: that the preference for fairness is a deliberative...

The present research deals with teaching negotiators to improve their skills for creating value. Building upon the literature in cognitive and educational psychology, we examined the effects of reflection and of achievement motivational goals (Learning versus Performance) on the transfer of...

Rights of first refusal are contract clauses intended to provide the holder of a license or lease with some protection when the contract ends. The simplest version gives the right holder the ability to act after potential competitors. However, another common implementation requires the right...

Many experiments have shown that human subjects do not necessarily behave in line with game theoretic assumptions and solution concepts. The reasons for this non-conformity are multiple. In this paper we study the argument whether a deviation from game theory is because subjects are rational,...