Arbeitspapier
Bargaining under Time Pressure
We experimentally investigate the effect of time pressure in a rich-context, unstructured bargaining game with earned status and competing reference points. Our results show that average opening proposals, concessions, and agreed shares are very similar across different levels of time pressure. Nevertheless, as predicted, time pressure systematically influenced agreements. In particular, the likelihood of bargainers reaching the explicit reference point outcome in agreements increases with time pressure, and the likelihood of reaching the implicit reference point (equal division) in agreements decreases with time pressure. Disagreement rates and the frequency of last-moment agreements are strongly affected: the disagreement rate rises dramatically with time pressure, and last-moment agreements are significantly more frequent. This effect is explained by a stronger connection between the tension in first proposals and the final bargaining outcome under time pressure than without time pressure.
- Sprache
-
Englisch
- Erschienen in
-
Series: CESifo Working Paper ; No. 5685
- Klassifikation
-
Wirtschaft
Cooperative Games
Design of Experiments: Laboratory, Individual
Conflict; Conflict Resolution; Alliances; Revolutions
- Thema
-
bargaining
disagreements
last-moment agreements
reference points
time pressure
- Ereignis
-
Geistige Schöpfung
- (wer)
-
Karagözoglu, Emin
Kocher, Martin G.
- Ereignis
-
Veröffentlichung
- (wer)
-
Center for Economic Studies and ifo Institute (CESifo)
- (wo)
-
Munich
- (wann)
-
2015
- Handle
- Letzte Aktualisierung
-
20.09.2024, 08:23 MESZ
Datenpartner
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Objekttyp
- Arbeitspapier
Beteiligte
- Karagözoglu, Emin
- Kocher, Martin G.
- Center for Economic Studies and ifo Institute (CESifo)
Entstanden
- 2015
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