 Negotiators' cognition: An experimental study on bilateral, integrative negotiationLivia Reina No 05/03, Dresden Discussion Paper Series in Economics from Technische Universität Dresden, Faculty of Business and Economics, Department of Economics Abstract: Many negotiations offer a potential for integrative agreements in which the parties can maximize joint gains (through logrolling) without competing for resources as in a 0-sum game; nevertheless negotiators often fail to exploit this potential and settle for suboptimal, distributive agreements. 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 reaching integrative, Pareto-optimal agreements. We ran two experiments (one with policy makers and one with students) in which we tested the "fixed pie bias" of negotiators, and we introduced a new explanation for suboptimality, based on the hypothesis of a satisficing (not optimizing) behavior of negotiators, which leads them to a "zone of agreement bias"(ZAB). Keywords: integrative negotiation; logrolling; cognitive bias; satisficing (search for similar items in EconPapers) Downloads: (external link) Related works: Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text Persistent link: https://EconPapers.repec.org/RePEc:zbw:tuddps:0503 Access Statistics for this paper More papers in Dresden Discussion Paper Series in Economics from Technische Universität Dresden, Faculty of Business and Economics, Department of Economics Contact information at EDIRC. |
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