This paper compares the impact of communication media on negotiating outcomes. Subjects negotiate an integrative case, either face-to-face or via e-mail. Average scores and integrativeness are not significantly different in the two media. However, the difference in scores between the two parties...

This paper investigates the dynamics of deception and retribution in repeated ultimatum bargaining. Anonymous dyads exchanged messages and offers in a series of four ultimatum bargaining games that had prospects for relatively large monetary outcomes. Variations in each party's knowledge of the...