Dufwenberg, Martin; Servátka, Maroš; Vadovič, Radovan - Department of Economics and Finance, College of … - 2012
We develop, and experimentally test, a behavioral model of deal- making which includes binding contracts and informal agreements as distinct but related special cases. The key assumptions: people are mostly honest; they suffer costs of overcoming temptation to renege; and they tend to split gains...