Part I: Theoretical foundations of bargaining research -- Chapter 1: Field Experiments in Bargaining -- Chapter 2: Commitment Tactics in Bargaining -- Chapter 3: The Role of Emotions in Bargaining -- Chapter 4: New Empirical Perspectives on Bargaining -- Chapter 5: Reputational Bargaining --...

This paper analyzes the trade of an indivisible good within a two-stage mechanism, where a seller first negotiates with one potential buyer about the price of the good. If the negotiation fails to produce a sale, a second 'price sealed' bid auction with an additional buyer is conducted. The...

Concessions try to avoid conflict in bargaining and can finally lead to an agreement. Although they usually are seen as unfolding in time, concessions can also be studied in normal form or by conditioning only on failure of earlier agreement attempts. We experimentally compare three protocols of...

We report experimental data from bargaining situations where bargainers can make proposals as often and whenever they want, and can communicate via written messages. We vary the set of feasible contracts, thereby allowing us to assess the focality of three properties of bargaining outcomes:...