Glozman, Edy; Barak-Corren, Netta; Yaniv, Ilan - Center for the Study of Rationality, Hebrew University … - 2013
The usual purpose of negotiations is to explore options and reach an agreement, if possible. We investigated a notable exception to this generalization, where a party negotiates without any intention of reaching an agreement. False negotiation occurs when a party gains more by stalling the...