Negotiations were conducted to investigate the effects on settlement-points and on the attitudes and perceptions of participants of (i) group participation ...

We conducted a controlled laboratory experiment in which we ma- nipulated the negotiation opening (the buyer's first offer, seller's first offer, and seller's ...

The main objective of this article is to evaluate how effective alternative aids are in helping negotiators prepare for international negotiations. In ...

We study experimentally the impact of pre-play social interactions on negotiations. We isolate the impact of several common components of interactions.

In this study a situation of two-issues bilateral negotiation has been considered. Our aim is to get some insight on the causes that prevent negotiators from ...

We study a multiperiod bargaining mechanism in which a seller negotiates with a buyer over the price of an indivisible good. It is common knowledge that the ...

The negotiation task was designed to investigate the various ways in which persons deal with a mixed-motive, incomplete-information problem.

This paper experimentally studies the performance of negotiation considering individual and party, like a country, share of benefit over the best ones.

Abstract : The report describes an experiment involving 60 four person negotiation groups, each with one member in the role of a 'minority-of-one,' two ...

We test the relative effectiveness of alternative preparation aids in the context of an international negotiation. We consider three forms of training: ...