This paper utilizes a unique data set to explore whether uncertainty about arbitration influences the likelihood that negotiators use it. We use experimental data on decisions made by arbitrators in hypothetical scenarios to calculate a measure of uncertainty for each arbitrator. These data are...

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...

Unlike typical negotiation experiments, we investigate when people initiate negotiations when there are no overt prescriptions to negotiate. In a novel paradigm, participants played a word game and were subsequently offered the lowest compensation possible by the experimenter. Consistently,...

This paper studies experimentally the impact of the split-award statute, where the state takes a share of the plaintiff's punitive damage award, on litigation outcomes. Our findings indicate that dispute rates are significantly lower when bargaining is performed under the split-award...

This paper reports the results of a bargaining experiment. We follow the pretrial bargaining model of Gertner and Miller (1995) under uncertainty and examine the effect of a litigation institution, called a settlement escrow and uncertainty on the timing and quality of settlement outcomes. Our...

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...

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...