This paper experimentally tests the relation between subjects' competitiveness and bargaining behavior. Bargaining is … establish a link between competitiveness and bargaining as suggested by social and evolutionary psychology. Thus, we identify … highlight that giving thought to employees' competitiveness before delegating them to participate in negotiations may pay off. …

This paper experimentally tests the relation between subjects' competitiveness and bargaining behavior. Bargaining is … establish a link between competitiveness and bargaining as suggested by social and evolutionary psychology. Thus, we identify … highlight that giving thought to employees' competitiveness before delegating them to participate in negotiations may pay off …