The Efficiency of Negotiations with Uncertainty and Multi-Dimensional Deals

We develop a theory of negotiation in which deals have multiple dimensions that can be bundled together. We use theory and experiments to show that in such settings efficient trade is possible even with substantial asymmetric information. The benefits of identifying areas of mutual gain guide agents away from posturing and manipulating their share of the pie, and instead to finding the deals that maximize their mutual gains from trade

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Year of publication:	2020
Authors:	Jackson, Matthew O.
Other Persons:	Sonnenschein, Hugo (contributor) ; Xing, Yiqing (contributor) ; Tombazos, Christis (contributor) ; Al-Ubaydli, Omar (contributor)
Publisher:	[2020]: [S.l.] : SSRN
Subject:	Verhandlungen \| Negotiations \| Risiko \| Risk \| Verhandlungstheorie \| Bargaining theory

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