Analysis of the wages awarded by 64 arbitrators in 25 simulated interest arbitration cases strongly supports a model in which arbitrators, in determining an award, are influenced both by the facts of the case and by the offers of the parties. The arbitrators clearly weighted the facts more...

This study investigates whether the ability of negotiators to adopt the perspective of their opponents is a key to success in negotiating under conventional and final-offer arbitration. The authors tested this question in an experiment in which 80 pairs of students engaged in two sets of...

This study uses a simulation methodology to analyze the use of three alternative norms of distributive justice by arbitrators in conventional interest arbitration. Sixty-nine experienced arbitrators each provided decisions in 25 hypothetical wage cases in which seven factors, such as the...

The “winner's curse†occurs in competitive situations when a successful buyer finds that he or she has paid too much for a commodity of uncertain value. This study provides an experimental demonstration of the winner's curse, and identifies factors that affect the existence and...

Bargaining and negotiation research has traditionally been of significant interest to those in the industrial relations field. The current work in this area may be divided into four common perspectives: economic models, structural effects, personality differences in negotiators, and behavioral...

The economic literature on negotiation shows that strategic concerns can be a barrier to agreement, even when the buyer values the good more than the seller. Yet behavioral research demonstrates that human interaction can overcome these strategic concerns through communication. We show that...

We examine a new intervention to overcome gender biases in hiring, promotion, and job assignments: an “evaluation nudge,†in which people are evaluated jointly rather than separately regarding their future performance. Evaluators are more likely to focus on individual performance in...