overcoming temptations. We extend two classical bargaining solutions -- split-the-difference and deal-me-out -- to this informal … experiment, a temptations-constrained version of deal-me-out emerges as the clear winner … agreement setting. For each solution there are two natural ways to do this, leaving us with 2x2 models to explore. In the …

experiment tests whether the second movers update their beliefs after observing their paired first movers’ decision by eliciting …

will depend in large part on how the chosen list price impacts the post negotiation final sale price of the home. In this … study, we design an experiment that enables us to identify how different types of common list price strategies affect … housing negotiations. Specifically, we examine how rounded, just below, and precise list prices impact the negotiation …

higher rates of equitable bargaining behavior than would be expected based on rational self-interest. It has been argued that … prosocial motivations related to fairness are completely removed. In our experiment, the only reason to make a non-zero offer is … relied upon as a motivator in the context of inherently adversarial bargaining interactions …

image concerns of being perceived as a promise breaker play a role. In a controlled laboratory experiment, we vary the ex …

image concerns of being perceived as a promise breaker play a role. In a controlled laboratory experiment, we vary the ex …

We find that probabilistic deceit detection and cheap-talk threats enhance the fairness and honesty of a bargainer who …

variation in buyer valuations. In this study we experimentally examine the negotiation tendencies of buyers when prices are …: (i) the buyer's decision to negotiation the price, (ii) the buyer's sequence of counter-offers, conditional on … negotiating the price, (iii) the final negotiated sale price, and (iv) the length of the negotiation. Our results indicate that …

This paper reports an experiment designed to shed light on an empirical puzzle observed by Dufwenberg and Gneezy (2000 … decisions. We observe that our procedure yields qualitatively the same result as the Dufwenberg and Gneezy experiment, i.e., the …