Game theory, the formalized study of strategy, began in the 1940s by asking how
emotionless geniuses should play games, but ignored until recently how average people …

This book explores the major concepts and theories of the psychology of bargaining and
negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution. It is …

It explores the major concepts and theories of the psychology of bargaining and negotiation,
and the dynamics of interpersonal and inter-group conflict and its resolution. Twelve of the …

The strength of bargainers' preferences for fair settlements has important implications for
predicting negotiation outcomes and guiding bargaining strategy. Existing literature reports …

We study dynamic unstructured bargaining with deadlines and one-sided private information
about the amount available to share (the “pie size”). Using mechanism design theory, we …

Two experiments tested a sequential bargaining model with one-sided incomplete
information and time discounting. The findings suggest that although the comparative statics …

Manufacturers and distributors in marketing channels commonly establish prices, margins,
and other trade terms through negotiations. These negotiations have significant impact on …

Registrars' offices at most universities face the daunting task of allocating course seats to
students. Because demand exceeds supply for many courses, course allocation needs to be …

To investigate whether attention responds rationally to strategic incentives, we
experimentally implement a buyer-seller game in which a fully informed seller makes a take …

Big data and AI inverts adverse selection problems. It allows insurers to infer statistical
information and thereby reverses information advantage from the insuree to the insurer. In a …