Experimental analysis of impatience in bilateral and multilateral negotiations

IF 2.5 2区经济学 Q2 ECONOMICS Journal of Economic Psychology Pub Date : 2023-03-01 DOI:10.1016/j.joep.2023.102606

Nathaniel A. Burns , Cary A. Deck , Charles J. Thomas

引用次数: 1

Abstract

We conduct unstructured bilateral and multilateral negotiations in a laboratory experiment, to assess whether bargainers’ impatience affects outcomes as predicted by structured models meant to represent less-structured naturally-occurring settings. For concreteness we consider a buyer who can make only one trade negotiating with one or two sellers, with impatience induced via time pressure: a bargainer receives their negotiated payoff only if agreement is reached before expiration of a randomly determined bargainer-specific time limit that is unknown to all bargainers. We find increasing the buyer’s impatience generally harms the buyer, supporting the predictions from standard bilateral models and from some multilateral models.

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双边和多边谈判不耐烦的实验分析

我们在实验室实验中进行了非结构化的双边和多边谈判，以评估谈判者的不耐烦是否会影响结构化模型所预测的结果，这些模型旨在代表非结构化的自然发生的环境。为了具体起见，我们考虑一个买方，他只能与一个或两个卖方进行一笔交易谈判，由于时间压力导致不耐烦:议价者只有在所有议价者都不知道的随机确定的议价者特定时间限制到期之前达成协议，才能获得谈判所得。我们发现增加买方的不耐烦通常会损害买方，这支持了标准双边模型和一些多边模型的预测。

本文章由计算机程序翻译，如有差异，请以英文原文为准。

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来源期刊

Journal of Economic Psychology Multiple-

CiteScore

5.20

自引率

31.40%

发文量

审稿时长

63 days

期刊介绍： The Journal aims to present research that will improve understanding of behavioral, in particular psychological, aspects of economic phenomena and processes. The Journal seeks to be a channel for the increased interest in using behavioral science methods for the study of economic behavior, and so to contribute to better solutions of societal problems, by stimulating new approaches and new theorizing about economic affairs. Economic psychology as a discipline studies the psychological mechanisms that underlie economic behavior. It deals with preferences, judgments, choices, economic interaction, and factors influencing these, as well as the consequences of judgements and decisions for economic processes and phenomena. This includes the impact of economic institutions upon human behavior and well-being. Studies in economic psychology may relate to different levels of aggregation, from the household and the individual consumer to the macro level of whole nations. Economic behavior in connection with inflation, unemployment, taxation, economic development, as well as consumer information and economic behavior in the market place are thus among the fields of interest. The journal also encourages submissions dealing with social interaction in economic contexts, like bargaining, negotiation, or group decision-making. The Journal of Economic Psychology contains: (a) novel reports of empirical (including: experimental) research on economic behavior; (b) replications studies; (c) assessments of the state of the art in economic psychology; (d) articles providing a theoretical perspective or a frame of reference for the study of economic behavior; (e) articles explaining the implications of theoretical developments for practical applications; (f) book reviews; (g) announcements of meetings, conferences and seminars.

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