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Negotiator Behavior and the Occurence of Disputes

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  • Ashenfelter, Orley
  • Currie, Janet

Abstract

It is generally recognized that possible gains from cooperation are not always realized because negotiating parties sometimes fail to reach agreement. Such negotiation failures are ex post inefficient and have long defied economist's attempts to explain them. In this paper we discuss breakdowns in collective bargaining when disputes are resolved by compulsory arbitration. We argue that the study of arbitration offers insights into the nature of negotiation failures which may be of general interest.
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Suggested Citation

  • Ashenfelter, Orley & Currie, Janet, 1990. "Negotiator Behavior and the Occurence of Disputes," American Economic Review, American Economic Association, vol. 80(2), pages 416-420, May.
    • Handle: RePEc:aea:aecrev:v:80:y:1990:i:2:p:416-20
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    Cited by:

    1. Schotter, Andrew & Zheng, Wei & Snyder, Blaine, 2000. "Bargaining Through Agents: An Experimental Study of Delegation and Commitment," Games and Economic Behavior, Elsevier, vol. 30(2), pages 248-292, February.
    2. Alexander Kritikos, 2006. "The Impact of Compulsory Arbitration on Bargaining Behavior: An Experimental Study," Economics of Governance, Springer, vol. 7(3), pages 293-315, August.
    3. Church, Bryan K. & Zhang, Ping, 1999. "Bargaining behavior and payoff uncertainty: Experimental evidence," Journal of Economic Psychology, Elsevier, vol. 20(4), pages 407-429, August.
    4. Hagmann, David & Feiler, Daniel, 2020. "The Agent-Selection Dilemma in Distributive Bargaining," OSF Preprints y6tq2, Center for Open Science.
    5. Michele Campolieti & Chris Riddell, 2020. "Does Mediation-Arbitration Reduce Arbitration Rates? Evidence from a Natural Experiment," ILR Review, Cornell University, ILR School, vol. 73(1), pages 211-235, January.
    6. Sigbjørn Birkeland & Bertil Tungodden, 2014. "Fairness motivation in bargaining: a matter of principle," Theory and Decision, Springer, vol. 77(1), pages 125-151, June.
    7. Janet Currie, 1991. "Rules, Coordination and Manipulability Among Arbitrators," NBER Working Papers 3821, National Bureau of Economic Research, Inc.
    8. Anna Conte & Werner Güth & Paul Pezanis-Christou, 2023. "Strategic ambiguity and risk in alternating pie-sharing experiments," Journal of Risk and Uncertainty, Springer, vol. 66(3), pages 233-260, June.
    9. Spencer, Michael Andrew, 1995. "Structured and unstructured bargaining with positive transaction costs: an experimental investigation," ISU General Staff Papers 1995010108000018183, Iowa State University, Department of Economics.

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    JEL classification:

    • H0 - Public Economics - - General

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