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We find that negotiators behave less ethically when they perceive the outcome of the negotiation to be a potential loss … instead of a potential gain. Furthermore, negotiators assess the outcome of the negotiation to be more important and the …
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Negotiations are ubiquitous in business, politics, and private life. In many cases their outcome is of great importance …
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We consider the long-run outcomes of bargaining games when players obey prospect theory. We extend the evolutionary bargaining model of Young (1993) to a two-stage Nash demand game. Two players simultaneously choose whether to exercise an outside option in the first stage and play the Nash...
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