Bargaining, Reference Points, and Limited Influence
نویسندگان
چکیده
منابع مشابه
Bargaining Problems with Arbitrary Reference Points
A number of authors have enriched Nash’s original bargaining problem through the introduction of an additional point, which we call a salient point. When the salient point is restricted to lie in the bargaining set, it is interpreted as a reference point, the outcome, perhaps, of a bargain from an earlier period. When restricted to lie outside the bargaining set, it is interpreted as a claim on...
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Two studies examined the effect of affective states on decision outcome evaluation under the presence or absence of salient alternative reference points. Alternative reference points exist when there are 2 possible referents from which an outcome can be evaluated, and the outcome is judged as good from the perspective of one referent and bad from the perspective of the other. The results suppor...
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Our mental representation of the world is far from objective. For example, western Canadians estimate the locations of North American cities to be too far to the west. This bias could be due to a reference point effect, in which people estimate more space between places close to them than far from them, or to representational pseudoneglect, in which neurologically intact individuals favor the l...
متن کاملReference Points, Reputation and Strategies in a Dynamic Bargaining Environment with a Residual Claimant
We conduct an experiment of a two-period bilateral bargaining environment, where the payoff to one player is subject to ex-post risk, while the other player receives a fixed payment, effectively making the player exposed to risk a residual claimant. The ex-post risk not only provides substantive issues for bargaining parties to resolve in the experiment – i.e. what is a fair compensation for th...
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a r t i c l e i n f o a b s t r a c t Are focal points important for determining the outcome of high-stakes negotiations? We investigate this question by examining the role that round numbers play as focal points in negotiations in the housing market. Using a large dataset on home transactions in the U.S., we document sharp spikes in the distribution of final negotiated house prices at round nu...
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ژورنال
عنوان ژورنال: Dynamic Games and Applications
سال: 2020
ISSN: 2153-0785,2153-0793
DOI: 10.1007/s13235-020-00359-8