Time was when a Formica plaque could often be found on the desk of a certain type of negotiator. It said "Yea, when I walk through the Valley of the Shadow of Death I shall fear no evil, for I am the meanest son of a bitch in the valley." Is it really to your advantage to have a reputation as...

Time was when a Formica plaque could often be found on the desk of a certain type of negotiator. It said “Yea, when I walk through the Valley of the Shadow of Death I shall fear no evil, for I am the meanest son of a bitch in the valley.” But is it really to your advantage to have a...

Bargaining activities now often take place electronically. Many travel-related exchanges occur through discount intermediaries such as Priceline and Hotwire, who offer customers opportunities to acquire travel-related items at reduced cost; in return customers give up prior knowledge regarding...

The growth of discount travel intermediaries such as Priceline and Hotwire highlights the importance of studying customer reactions to brokered ultimatum bargaining contexts. We examine how procedural variations in a brokered ultimatum game (BUG) affect customer behaviors (offer made for the...