We explore how situational factors moderate gender differences in negotiation. We conduct a baseline study with MBA students and 2 experiments with laboratory participants. In Study 1, males (vs. females) report significantly higher performance targets and agreement payoffs within a structurally...

This paper utilizes a unique data set to explore whether uncertainty about arbitration influences the likelihood that negotiators use it. We use experimental data on decisions made by arbitrators in hypothetical scenarios to calculate a measure of uncertainty for each arbitrator. These data are...

This paper studies experimentally the impact of the split-award statute, where the state takes a share of the plaintiff's punitive damage award, on litigation outcomes. Our findings indicate that dispute rates are significantly lower when bargaining is performed under the split-award...

This paper reports results from a bargaining experiment testing the effect on settlement rates of a damage cap set much higher than the value of the underlying claim. We furnished 462 student subjects with materials outlining a personal injury lawsuit in which the only unresolved claim was the...

This paper reports the results of a bargaining experiment. We follow the pretrial bargaining model of Gertner and Miller (1995) under uncertainty and examine the effect of a litigation institution, called a settlement escrow and uncertainty on the timing and quality of settlement outcomes. Our...