9780199730858 (cloth : alk. paper)

0199730857 (cloth : alk. paper)

Contributors

Introduction / Rachel Croson and Gary Bolton

Communication in bargaining experiments / Gary Charness

Communication media : for negotiation process and outcome / Zoe I. Barsness

Intermediation and diffusion of responsibility in negotiation : a case of bounded ethicality / Neeru Paharia, Lucas C. Coffman, and Max H. Bazerman

Deception in negotiations : the role of emotions / Francesca Gino and Catherine Shea

Communicating frames in negotiations / Kathleen L. McGinn and Markus Nöth

Models of coalition formation in multilateral negotiations / Siddhartha Bandyopadhyay and Kalyan Chatterjee

Gaming with fairness : some conjectures on behavior in alternating offer bargaining experiments / Rami Zwick and Vincent Mak

Wages, inequity and questions about incentive schemes / Peter Werner

Social comparison in negotiation / Jan Crusius and Thomas Mussweiler

The utility of relationships in negotiation / Ashley D. Brown and Jared R. Curhan

Connectivity and cooperation / Nancy R. Buchan, Enrique Fatas and Gianluca Grimalda

Trust, distrust and bargaining / Iris Bohnet and Stephan Meier

Evolution and breakdown of trust in continuous time / Amnon Rapoport and Ryan O. Murphy

Contracting / Brit Grosskopf

Negotiating reputations / Axel Ockenfels and Paul Resnick

Bargaining and negotiations : what should experimentalists explore more thoroughly? / Werner Güth

Biased beliefs in negotiation / George Wu, Richard Larrick, and Raegan Tennant

Bluffing, agonism, and the role of overconfidence in negotiation / Samuel A. Swift and Don Moore

Risk in negotiation : judgments of likelihood and value / Richard P. Larrick and George Wu

Heterogeneity in ultimatum bargaining : the role of information, individual characteristics, and emotions / Angela C. M. de Oliveira and Catherine C. Eckel

A model of when to negotiate : why women don't ask / Linda Babcock, Julia Bear, and Hannah Riley Bowles

Explaining and predicting cultural differences in negotiation / Michele J. Gelfand, Laura Severance, C. Ashley Fulmer and May Al Dabbagh

Bargaining games with joint production / Emin Karagözoglu

Upstream and downstream negotiation research / Leigh Thompson, Brian Lucas, and Erika Richardson.