We report experimental findings on the role of charitable promises in bargaining settings. We vary the enforceability of such promises within variants of ultimatum games where the proposer suggest a split between himself, the responder and a charitable donation. By reneging on initial pledges,...

A motivating employment environment benefi ts the satisfaction, productivity and welfare of employees, and it is the key to the success of an organization. We experimentally examine the effects of employees' promises on boosting the wage and effort level in the workplace. Employees make a...

Over the past forty years, an irrelevance proposition has been prevalent in law-and-economics scholarship: bargaining power should affect only price and not nonprice terms of a contract. In contrast, practitioners and commentators in industry regularly invoke bargaining power to explain static...

We examine the implications of different contractual forms for welfare as well as for firms’ profits in a framework in which a vertically integrated firm sells its good to an independent downstream firm. Under downstream Bertrand competition, the standard result of the desirability of two-part...

We present a bargaining model of the interaction between a government and interest groups in which, unlike most existing models, neither side is assumed to have all the bargaining power. The government finds it optimal to constrain itself in the use of transfer policies to improve its bargaining...

In alternating-offer bargaining, a seller is "stubborn" if she demands the same asking price more than once. We provide empirical evidence on stubbornness and inform the theoretical literature by analyzing millions of eBay bargaining threads taken from Backus et al. (2020). Focusing on the best...

The strategic importance of commitment in bargaining is widely acknowledged. Yet disentangling its role from key features of canonical models, such as proposal power and reputational concerns, is difficult . This paper introduces a model of bargaining with strategic commitment at its core....

Suboptimal outcomes in negotiation have been associated with the implicit fixed-pie bias. The ability to correct this bias might be a critical capacity in negotiation and is often at the core of negotiation training. Cognitive reflection – an individual thinking disposition enabling people to...