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Bargaining under Australian Settlement Rules

Walton, Nina; Maltz, Tamir - 2011

We examine bargaining strategies by parties in Australian jurisdictions where there is a choice of settlement offer type. Parties in a civil litigation dispute can choose to make offers with adverse costs shifting consequences for the offeree upon rejection (statutory offers) or without...

Persistent link: https://www.econbiz.de/10014178270

Payoff Uncertainty, Bargaining Power, and the Strategic Sequencing of Bilateral Negotiations

Krasteva, Silvana; Yildirim, Huseyin - 2011

can be made in-house. Finally, we identify the first - and second - mover advantages in negotiations for the sellers …

Persistent link: https://www.econbiz.de/10014179147

Tax Elections & Private Bargaining

Field, Heather M. - 2012

Focal points for private bargaining occur every instance the tax law provides a tax election that directly affects multiple taxpayers. These elections explicitly enable, and actually incentivize, the taxpayers to cooperate in order to reduce their aggregate tax burden. For example, divorced...

Persistent link: https://www.econbiz.de/10014180760

Negotiation in the Presence of the Arbitrator : How Anticipated Arbitration Can Facilitate Cooperation and Integrative Offers

Höhne, Benjamin; Trötschel, Roman - 2011

The present study explores the impact of an anticipated arbitration through a third-party in an integrative negotiation task. It was predicted that the mere anticipation of third-party intervention by an arbitrator would suffice to facilitate cooperation between the parties and lead to more...

Persistent link: https://www.econbiz.de/10014180793

A Critique of Experimental Research on Negotiation

Pruitt, Dean G. - 2011

There has been immense progress in experimental research on negotiation in the last 50 years. Still there are significant weaknesses in this field. One is the absence of a cumulative theory of negotiation. The output of our studies is ever more complex and sophisticated findings. These findings...

Persistent link: https://www.econbiz.de/10014180839

Procedural Justice in International Negotiations on Climate Change

Grasso, Marco; Sacchi, Simona - 2013

International negotiations on climate change are among the most difficult ever conducted worldwide because, besides the … climate negotiations can be more usefully addressed by means of a specific version of proceduralism – that is, impure … negotiations. To this end, it defines and empirically tests relevant fairness criteria in the formal negotiating setting of the …

Persistent link: https://www.econbiz.de/10014181253

Fairness and Rejections in the Ultimatum Bargaining Game

Eckel, Catherine C.; Wilson, Rick K.; Johnson, Martin - 2011

The ultimatum game is a standard instrument for laboratory experimentalists. It had been replicated in a large number of environments and points to special considerations for fairness. Although it has been popular in the experimental community, researchers have not harnessed all the statistical...

Persistent link: https://www.econbiz.de/10014182173

A Theoretical Analysis of Bargaining and Interstate Water Compacts

Heintzelman, Martin D. - 2014

Freshwater is becoming increasingly scarce across the globe, leading to conflict over property rights for existing freshwater resources. One realization of such conflict is found in the allocation among states of interstate rivers in the United States. While interstate water markets seem like...

Persistent link: https://www.econbiz.de/10014183868

Bargaining with Linked Disagreement Points

Leroux, Justin; Marrouch, Walid - 2011

results in light of international trade and environmental negotiations, which are often put on the bargaining table in a …

Persistent link: https://www.econbiz.de/10014185888

Bargaining Power and the Impact of Gender Differences - An Experimental Investigation on Retailer-Manufacturer Bargaining

Bloch, Katrin; Wagner, Ralf - 2011

success in the domain of retailer-manufacturer negotiations. In our experiment, which is a modified version of Gupta’s (1989 … power in commercial negotiations does not compensate for insufficient negotiation skills or efforts. On the contrary …

Persistent link: https://www.econbiz.de/10014186116