Y2K Bibliography of Experimental Economics and Social Science
Negotiation Experiments

Charles A. Holt, cah2k@virginia.edu, suggestions and corrections welcome
(for online and personal use only)

Ball, Sheryl B., and Catherine C. Eckel (1996) “Buying Status: Experimental Evidence on Status in Negotiation,” Psychology and Marketing, 13:4 381-405. Keywords: experiments, bargaining, status. Email Contact: sball@vt.edu

Bazerman, Max H., Roy J. Lewicki, and Blair H. Sheppard, eds. (1991) Handbook of Negotiation Research, Greenwich, Conn. and London: JAI Press. Keywords: experiments, bargaining, biases, psychology. Email Contact: mbazer@nwu.edu

Brams, Steven J. (1990) Negotiation Games: Applying Game Theory to Bargaining and Arbitration, New York and London: Routledge. Keywords: experiments, bargaining. Email Contact: steven.brams@nyu.edu

Burnham, Terence C. (1999) “Testosterone and Negotiations: An Investigation into the Role of Biology in Economic Behavior,” Harvard University, Discussion Paper, presented at the Summer 1999 ESA Meetings. Keywords: experiments, bargaining, ultimatum games, testosterone, biological measurements, decision errors, testosterone. Email Contact: terence_burnham@harvard.edu

Chappe, Nathalie, Edwige Helmer, and Catherine Mougel (1999) “Bargaining with an Informed Broker and an Outside Option: An Experimental Analysis,” CRESE Besancon, presented at the Fall 1999 European Regional ESA Meetings, Keywords: experiments, bargaining, outside option, broker. Abstract: Buyer/seller bargaining is studied with direct negotiation and in the case where the seller interacts with the buyer through an informed broker. The effects of providing the seller with an outside option are also investigated. Email Contact: edwige.helmer@univ-fcomte.fr

Contini, Bruno (1968) “The Value of Time in Bargaining Negotiations: Some Experimental Evidence,” American Economic Review, 58:3 (June), 374-393. Keywords: experiments, bargaining, value of time.

Gillette, Anne, and Thomas H. Noe (1998) “Repeated Tender Offers,” Georgia State University, Discussion Paper, presented at the Summer 1998 ESA Meetings. Keywords: experiments, bargaining, free-riding, finance, coordination, takeovers. Abstract: The experiment involves raiders who make tender offers to purchase shares owed by individual shareholders, under differing probabilities of "renegotiation" after the initial tender offer. A low renegotiation probability benefits raiders and increases the chances of a successful takeover. Email Contact: agillette@gsu.edu

Harnett, Donald L. (1967) “Bargaining and Negotiation in a Mixed-Motive Game: Price Leadership Bilateral Monopoly,” Southern Economic Journal, 33(April), 479-487. Keywords: experiments, bargaining, bilateral monopoly.

Henning-Schmidt, Heike (1998) “The Emergence of Breakdowns in Bargaining -- A Video Experiment,” University of Bonn, Discussion Paper, presented at the Summer 1998 ESA Meetings. Keywords: experiments, bargaining, video data, breakdowns in negotiations, psychology. Abstract: Video tapes of bargaining experiments are used to draw conclusions about the relative importance of economic and psychological factors. Email Contact: hschmidt@econ2.uni-bonn.de

Lamm, Helmut (1978) “Group-Related Influences on Negotiation Behavior: Two-Person Negotiation as a Function of Representation and Election,” in Bargaining Behavior, Contributions in Experimental Economics 7, edited by Heinz Sauerman, Tubingen: J. C. B. Mohr, 284-309. Keywords: experiments, bargaining, election, representation. Email

Liebert, Robert M., William P. Smith, and J. H. Hill (1968) “The Effects of Information and Magnitude of Initial Offer on Interpersonal Negotiation,” Journal of Experimental Social Psychology, 4431-441. Keywords: experiments, bargaining, information.

Neale, Margaret A., and Max H. Bazerman (1991) Cognition and Rationality in Negotiation, New York: The Free Press. Keywords: experiments, bargaining, negotiation, cognition. Email Contact: mbazer@nwu.edu

Pruitt, Dean G., and J. L. Drews (1969) “Pressure, Time Elapsed and the Opponent's Concession Rate on Behavior in Negotiation,” Journal of Experimental Social Psychology, 543-60. Keywords: experiments, bargaining, negotiation, time.

Pruitt, Dean G., and Douglas F. Johnson (1970) “Mediation as an Aid to Face Saving in Negotiation,” Journal of Personality and Social Psychology, 14239-246. Keywords: experiments, bargaining.

Roth, Alvin E. (1991) “An Economic Approach to the Study of Bargaining,” in Handbook of Negotiation Research, Volume III of Resarch on Negotiations in Organizations, edited by M. H. Bazerman, R. J. Lewicki and B. H. Sheppard, Greenwich, Mass.: JAI Press, 35-67. Keywords: experiments, bargaining, survey. Email Contact: aroth@hbs.edu

Roth, Alvin E. (1995) “Bargaining Experiments,” in The Handbook of Experimental Economics, edited by J. H. Kagel and A. E. Roth, Princeton: Princeton University Press, 253-348. Keywords: experiments, bargaining, ultimatum game, dictator game, fairness, negotiation. Abstract This paper surveys the extensive literature on behavior in bargaining experiments. Email Contact: aroth@hbs.edu

Samuelson, William, and Max H. Bazerman (1985) “The Winner's Curse in Bilateral Negotiations,” in Research in Experimental Economics, Vol. 3, edited by V. L. Smith, Greenwich, Conn.: JAI Press, 105-137. Keywords: experiments, bargaining, asymmetric information, winner's curse. Email Contact: mbazer@nwu.edu

Sheppard, Blair H., Max H. Bazerman, and Roy J. Lewicki, eds. (1990) Research on Negotiation in Organizations, Greenwich, Conn. and London: JAI Press. Keywords: experiments, bargaining.

Thompson, Leigh (1990) “Negotiation Behavior and Outcomes: Empirical Evidence and Theoretical Issues,” Psychological Bulletin, 3515-532. Keywords: experiments, bargaining, negotiation, psychology.