Bargaining and the Role of Negotiatorsâ Competitiveness
Emmanuel PeterlÃ© and
Holger A. Rau
Authors registered in the RePEc Author Service: Emmanuel Peterle ()
CIRANO Working Papers from CIRANO
This paper experimentally tests the relation between subjects’ competitiveness and bargaining behavior. Bargaining is investigated in a demand-ultimatum game, where the responder can request a share of the pie from the proposer. The re-sults show that highly competitive proposers earn less, since they make lower o?ers, which are more often rejected. Similarly, highly competitive responders achieve lower payo?s, since they request excessive amounts which induces lower proposals. These ?ndings establish a link between competitiveness and bargaining as suggested by social and evolutionary psychology. Thus, we identify one driver of the empirical heterogeneity of bargaining behavior and outcomes. From a management perspec-tive our ?ndings highlight that giving thought to employees’ competitiveness before delegating them to participate in negotiations may pay o?.
Keywords: Bargaining; Competitiveness; Experiment (search for similar items in EconPapers)
JEL-codes: C91 M54 (search for similar items in EconPapers)
New Economics Papers: this item is included in nep-exp and nep-gth
References: View references in EconPapers View complete reference list from CitEc
Citations: Track citations by RSS feed
Downloads: (external link)
Working Paper: Bargaining and the role of negotiators' competitiveness (2018)
This item may be available elsewhere in EconPapers: Search for items with the same title.
Export reference: BibTeX
RIS (EndNote, ProCite, RefMan)
Persistent link: https://EconPapers.repec.org/RePEc:cir:cirwor:2018s-08
Access Statistics for this paper
More papers in CIRANO Working Papers from CIRANO Contact information at EDIRC.
Bibliographic data for series maintained by Webmaster ().