is scarce. We conducted a controlled field experiment in collaboration with sales agents of a multinational consumer … products company to study the influence of small gifts on the outcome of business negotiations. We find that small gifts matter … of their negotiations. However, we also find that small gifts tend to be counterproductive when purchasing and sales …

. We conducted a natural field experiment in collaboration with sales agents of a multinational consumer products company … to study the influence of small gifts on the outcome of business negotiations. We find that small gifts matter. On … their negotiations. However, we also find that small gifts tend to be counterproductive when purchasing and sales agents …

In prosocial decisions, decision-makers are inherently uncertain about how their decisions impact others’ utility – we …

role of entitlements in negotiations has not received much attention. We fill the gap by designing an experiment that … claims acquired in the past seem to create strong entitlements that shape current negotiations. Despite their importance, the … allows us to measure the entitlements and to track them through the whole negotiation process. We find strong entitlement …

subjectively-colored, recollection of the initial ultimatum game experiment, its motivation and the immediate responses. Second, we …

likelihood of agreement in bilateral negotiations over the provision of a public good when parties have private information over … their contribution costs. We test the model in a laboratory experiment paying particular attention to how behavioral …

trembling-hand perfect equilibrium under selfish preferences even towards the end of our experiment. The likely reasons for our …

We study experimentally the impact of pre-play social interactions on negotiations. These interactions are often …, which could be alcoholic or nonalcoholic. To do this, our subjects take part in a standardized negotiation (complex and …

This paper studies the interplay between deadlines and cognitive limitations. We analyze an agent's decision to … behavioral implications of deadlines. We test these predictions in a field experiment at a dental clinic, in which we exogenously … frequency than without a deadline. Evidence from a follow-up experiment and complementary surveys supports the notion that …