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Holdup and the Evolution of Bargaining Conventions

Dawid, Herbert; MacLeod, W. Bentley - 2012

As Posner (1997) has observed, when individuals in a relationship can commit to imposing costs upon each other then efficient behavior in the absence of law is possible. The question is whether efficient norms of behavior evolve endogenously in a population. We show that in a standard hold up...

Persistent link: https://www.econbiz.de/10014076186

Positive and Negative Selection in Bargaining : An Experiment

Chang, Dongkyu; Kim, Duk Gyoo; Lim, Wooyoung - 2022

We consider infinite-horizon bargaining in which an uninformed seller sequentially makes a price offer to a privately informed buyer who decides whether to accept or reject it in every bargaining round. Existing theories suggest that the presence (absence) of an arbitrarily small outside option...

Persistent link: https://www.econbiz.de/10014077327

The Bargaining Trap

Schweighofer-Kodritsch, Sebastian - 2022

I revisit the Rubinstein (1982) model for the classic problem of price haggling and show that bargaining can become a “trap,” where equilibrium leaves one party strictly worse off than if no transaction took place (e.g., the equilibrium price exceeds a buyer’s valuation). This arises when...

Persistent link: https://www.econbiz.de/10014077332

Rational Negotiator model (Homo Negotiator)

Higashikawa, Tatsuzo - 2022

This study considers the "rational negotiator model" (homo-negotiator) as a new scientific logical standard for negotiation studies, and proposes axioms, definitions, and principles of the rational negotiator model that are essential for this purpose.In negotiation studies, it is common to...

Persistent link: https://www.econbiz.de/10014077664

Reputation or Gain : Examining Deception and Generosity Among Children in a Bargaining Ultimatum Game

Shayestehfar, Monir; Zarei, Sahar; Hariri, Rabee; … - 2022

In a bargaining paradigm, we investigated the influence of reputational concern and monetary gain on generosity and deception. 141 schoolchildren aged between 7 to 12 participated in an ultimatum bargaining game. As proposers, they were asked to split a monetary resource with a hypothetical...

Persistent link: https://www.econbiz.de/10014081325

Agenda-Setting Power in Legislative Bargaining

Lee, Natalie; Sethi, Ravideep - 2022

Agenda-setting power is a double-edged sword that increases the likelihood that an agent is chosen to be a proposer, but may reduce the probability that the agent is included in a winning coalition. We experimentally test the theoretical prediction of potentially negative returns to...

Persistent link: https://www.econbiz.de/10014081465

Dilemmas and Bargains : Autism, Theory-of-Mind, Cooperation and Fairness

Hill, Elisabeth; Sally, David F. - 2003

Mentalising is assumed to be involved in decision-making that is necessary to social interaction. We investigated the relationship between mentalising and two types of strategic games - those involving the choice to cooperate with another for joint gain or compete for own gain and those...

Persistent link: https://www.econbiz.de/10014085088

Rational Negotiator Model(Homo Negotiator) -New scientific logic standard for negotiation studies-

Higashikawa, Tatsuzo - 2022

This study considers the "rational negotiator model" (homo - negotiator) as a new scientific logical standard for negotiation studies, and proposes axioms, definitions, and principles of the rational negotiator model that are essential for this purpose. In negotiation studies, it is common to...

Persistent link: https://www.econbiz.de/10014085329

Effects of Culture, Power, and the Problem-Solving Approach on International Bilateral Negotiations : A U.S.-Japan Comparison of Simulated Negotiation Processes and Outcomes

Okajima, Chiharu - 2003

effects of these variables on the process and outcomes of international bilateral negotiations. Using simulation research … methods, the study makes comparisons between U.S. and Japanese negotiators and between symmetric and asymmetric negotiations …. The study further examines the effectiveness of the problem-solving approach by comparing negotiations in which one of the …

Persistent link: https://www.econbiz.de/10014085647

Preference Information and Social Value Orientations as Offerer's Intention in Ultimatum Bargaining

Fukuno, Mitsutera; Ohbuchi, Ken-ichi - 2003

This study examines the effects of offerers' intentionality and social value orientations on respondents' reactions to unequal small offers in ultimatum bargaining with poker chips. Eighty-seven Japanese university students were assigned to the respondent role and faced chip offers (equivalent...

Persistent link: https://www.econbiz.de/10014085653