Concessions try to avoid conflict in bargaining and can finally lead to an agreement. Although they usually are seen as … attempts. We experimentally compare three protocols of concession bargaining, the normal form or static one, the one where …

emotion will lead to more "rational" behavior, that is, acceptance of ultimatums that are "unfair" but that have positive … current study, underway, is described that examines the impact of emotion regulation strategies and implementation intentions … on ultimatum bargaining …

Individuals engage in negotiation and bargaining on a daily basis. Some of these negotiations are small and repeated …, or involving a large personal purchase). In some of these negotiations, interests are in conflict, whereas in others …

by a draw from an Ellsberg urn. In a within-subject experiment, subjects make decisions in three different bargaining … mechanisms: unstructured bargaining, the Texas shoot-out, and a K + 1 auction. We find that the K +1 auction is the most e¢ cient … mechanism, which is in line with theory. Free format bargaining yields a surprising number of disagreements, which are not …

is scarce. We conducted a controlled field experiment in collaboration with sales agents of a multinational consumer … products company to study the influence of small gifts on the outcome of business negotiations. We find that small gifts matter … of their negotiations. However, we also find that small gifts tend to be counterproductive when purchasing and sales …