Projects per year
We experimentally investigate, in an unstructured bargaining environment with commonly known money payoffs, the attraction effect and compromise effect (AE and CE) in bargaining, namely, a tendency for bargainers to agree to an intermediate option (CE) or to an option that dominates another option (AE). We conjecture that the relevance of the AE and CE in bargaining is constrained by how focal the feasible agreements’ payoffs are. We indeed observe that there are significant AEs and CEs, but these effects are mediated by the efficiency and equality properties of the feasible agreements. Due to the allure of equality, the effects are harder to observe when an equal earnings contract is available. Decoys are more effective in shifting agreements from a very unequal contract to a less unequal one rather than the reverse.
|Number of pages||21|
|Early online date||9 Jul 2021|
|Publication status||Published - Apr 2022|
- 2 Finished
Cooperative Bargaining Situations: Experimental Evidence
Poulsen, A. & Montero, M.
1/04/14 → 20/12/16
Network for Intergrated Behavioural Science
Starmer, C., Turocy, T., Barr, A., Brown, G., Chater, N., Cubitt, R., Fatas, E., Gathergood, J., Gosling, S., Hargreaves-Heap, S., Lomes, G., MacKay, R., Poulsen, A., Read, D., Stewart, N., Sugden, R. & Zizzo, D.
Economic and Social Research Council
31/12/12 → 30/12/16