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Negotiating to avoid "gradual" versus "dangerous" climate change : an experimental test of two prisoners' dilemmas

Barrett, Scott; Dannenberg, Astrid - 2014

According to the Framework Convention on Climate Change, global collective action is needed to stabilize "greenhouse gas concentrations in the atmosphere at a level that would prevent dangerous [our emphasis] anthropogenic interference with the climate system." The Framework Convention thus...

Persistent link: https://www.econbiz.de/10010229864

Hidden persuaders : do small gifts lubricate business negotiations?

Maréchal, Michel André; Thöni, Christian - 2016

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 …

Persistent link: https://www.econbiz.de/10011472074

Hidden persuaders : do small gifts lubricate business negotiations?

Maréchal, Michel André; Thöni, Christian - 2018

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 …

Persistent link: https://www.econbiz.de/10011859309

The focusing effect in negotiations

Canidio, Andrea; Karle, Heiko - 2021

Two players with preferences distorted by the focusing effect (Koszegi and Szeidl, 2013) negotiate an agreement over several issues and one transfer. We show that, as long as their preferences are differentially distorted, an issue will be inefficiently left out of the agreement or inefficiently...

Persistent link: https://www.econbiz.de/10012619453

More than thirty years of ultimatum bargaining experiments : motives, variations, and a survey of the recent literature

Güth, Werner; Kocher, Martin - 2013

Take-it or leave-it offers are probably as old as mankind. Our objective here is, first, to provide a, probably subjectively-colored, recollection of the initial ultimatum game experiment, its motivation and the immediate responses. Second, we discuss important extensions of the standard...

Persistent link: https://www.econbiz.de/10009792228

Centralised labour market negotiations

Müller, Julia; Upmann, Thorsten - 2013

This paper contributes to the analysis of central vs. decentral (firm-level) labour market negotiations. We argue that … during negotiations on a central scale employers and employees plausibly take output market effects into account, while they … behave competitively during firm-level negotiations. Assuming that in both cases the labour market conflict is settled …

Persistent link: https://www.econbiz.de/10010210111

To commit or not to commit? : an experimental investigation of pre-commitments in bargaining situations with asymmetric information

Hoffmann, Sönke; Mihm, Benedikt; Weimann, Joachim - 2014

likelihood of agreement in bilateral negotiations over the provision of a public good when parties have private information over …

Persistent link: https://www.econbiz.de/10010361371

Bargaining with a residual claimant : an experimental study

Embrey, Matthew; Hyndman, Kyle; Riedl, Arno - 2014

We experimentally investigate a bargaining environment in which players negotiate over a fixed payment to one player, while the other player receives the residual from a random pie realization after subtracting the fixed payment. Contrary to the intuition that risk exposure is detrimental, we...

Persistent link: https://www.econbiz.de/10010438024

Issue linkage and issue tie-in in multilateral negotiations

Conconi, Paola; Perroni, Carlo - 2001

We describe a model of international, multidimensional policy coordination where countries can enter into selective and separate agreements with different partners along different policy dimensions. The model is used to examine the implications of negotiation tie-in - the requirement that...

Persistent link: https://www.econbiz.de/10011400892

Moral property rights in bargaining

Gächter, Simon; Riedl, Arno - 2002

claims acquired in the past seem to create strong entitlements that shape current negotiations. Despite their importance, the … role of entitlements in negotiations has not received much attention. We fill the gap by designing an experiment that …

Persistent link: https://www.econbiz.de/10011409699