The importance of Chinese culture in cross-national negotiation has become conventional wisdom in international business research and practice. However, empirical work has not sufficiently established whether, how and under what conditions specific cultural values of the Chinese affect their...

We examine elicitation effects in a multi-stage bargaining experiment with escalating stakes conducted under direct-response and strategy-method elicitation. We find a significantly greater incidence of decisions leading to bargaining failure under direct responses. In addition, the predictive...

We examine bargaining behaviour in experimental ultimatum games with Malaysian and UK subjects. Significant differences in offer levels between the two national groups are explained with reference to differences in their responses to particular dimensions of the World Values Survey...

Is India’s high fractionalization associated with mistrust between its two main religious communities? An inter-ethnic trust game field experiment confirms intergroup bias in mutually lower offers between urban Muslims and Hindus in Mumbai. There are no differences in trustworthiness based on...