Concessions try to avoid conflict in bargaining and can finally lead to an agreement. Although they usually are seen as unfolding in time, concessions can also be studied in normal form or by conditioning only on failure of earlier agreement attempts. We experimentally compare three protocols of...

While prior research showed that positive affect helped negotiators use more cooperative strategies and reach more integrative outcomes, this study found that there exists a boundary condition according to the bargaining structure of the negotiation (i.e. positive and negative bargaining zone)....

This paper addresses the role of affect and emotions in shaping the behavior of responders in the ultimatum game. A huge amount of research shows that players do not behave in an economically rational way in the ultimatum game, and emotional mechanisms have been proposed as a possible...