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On the strategic use of focal points in bargaining situations

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  • Janssen, Maarten C.W.

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Bibliographic Info

Article provided by Elsevier in its journal Journal of Economic Psychology.

Volume (Year): 27 (2006)
Issue (Month): 5 (October)
Pages: 622-634

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Handle: RePEc:eee:joepsy:v:27:y:2006:i:5:p:622-634

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Web page: http://www.elsevier.com/locate/joep

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References

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  1. Guth, Werner & Huck, Steffen & Muller, Wieland, 2001. "The Relevance of Equal Splits in Ultimatum Games," Games and Economic Behavior, Elsevier, vol. 37(1), pages 161-169, October.
  2. Kerstin Pull, 2003. "Ultimatum Games and Wages: Evidence of an “Implicit Bargain”?," Schmalenbach Business Review (sbr), LMU Munich School of Management, vol. 55(2), pages 161-171, April.
  3. Armin Falk & Ernst Fehr & Urs Fischbacher, 2003. "On the Nature of Fair Behavior," Economic Inquiry, Western Economic Association International, vol. 41(1), pages 20-26, January.
  4. Blume, Andreas & Gneezy, Uri, 2000. "An Experimental Investigation of Optimal Learning in Coordination Games," Journal of Economic Theory, Elsevier, vol. 90(1), pages 161-172, January.
  5. Blume, Andreas, 1998. "Coordination and Learning with a Partial Language," Working Papers 98-11, University of Iowa, Department of Economics.
  6. Fehr, Ernst & Schmidt, Klaus M., 1999. "A theory of fairness, competition, and cooperation," Munich Reprints in Economics 20650, University of Munich, Department of Economics.
  7. John C. Harsanyi & Reinhard Selten, 1988. "A General Theory of Equilibrium Selection in Games," MIT Press Books, The MIT Press, edition 1, volume 1, number 0262582384, December.
  8. Maarten Janssen, 2001. "Rationalizing Focal Points," Theory and Decision, Springer, vol. 50(2), pages 119-148, March.
  9. Binmore, Ken, et al, 1993. "Focal Points and Bargaining," International Journal of Game Theory, Springer, vol. 22(4), pages 381-409.
  10. Casajus, Andre, 2000. "Focal Points in Framed Strategic Forms," Games and Economic Behavior, Elsevier, vol. 32(2), pages 263-291, August.
  11. Andrew Colman & Michael Bacharach, 1997. "Payoff Dominance And The Stackelberg Heuristic," Theory and Decision, Springer, vol. 43(1), pages 1-19, July.
  12. Sugden, Robert, 1991. "Rational Choice: A Survey of Contributions from Economics and Philosophy," Economic Journal, Royal Economic Society, vol. 101(407), pages 751-85, July.
  13. Crawford, Vincent P & Haller, Hans, 1990. "Learning How to Cooperate: Optimal Play in Repeated Coordination Games," Econometrica, Econometric Society, vol. 58(3), pages 571-95, May.
  14. Guth, Werner & Schmittberger, Rolf & Schwarze, Bernd, 1982. "An experimental analysis of ultimatum bargaining," Journal of Economic Behavior & Organization, Elsevier, vol. 3(4), pages 367-388, December.
  15. Hoffman Elizabeth & McCabe Kevin & Shachat Keith & Smith Vernon, 1994. "Preferences, Property Rights, and Anonymity in Bargaining Games," Games and Economic Behavior, Elsevier, vol. 7(3), pages 346-380, November.
  16. W. Guth & R. Schmittberger & B. Schwartz, 2010. "An experimental analysis of ultimatum bargaining," Levine's Working Paper Archive 291, David K. Levine.
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Citations

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Cited by:
  1. Smerilli, Alessandra, 2010. "We-thinking and vacillation between frames: filling a gap in Bacharach's theory," MPRA Paper 25246, University Library of Munich, Germany.
  2. Isoni, Andrea & Poulsen, Anders & Sugden, Robert & Tsutsui, Kei, 2013. "Focal points in tacit bargaining problems: Experimental evidence," European Economic Review, Elsevier, vol. 59(C), pages 167-188.
  3. Nejat Anbarci & Nick Feltovich, 2012. "How responsive are people to changes in their bargaining position? Earned bargaining power and the 50–50 norm," Economics Series 2012_6, Deakin University, Faculty of Business and Law, School of Accounting, Economics and Finance.
  4. Anders Poulsen & Odile Poulsen & Zoe Bett, 2013. "How Salient is an Equal but Inefficient Outcome in a Coordination Situation? Some Experimental Evidence," Working Paper series, University of East Anglia, Centre for Behavioural and Experimental Social Science (CBESS) 13-02, School of Economics, University of East Anglia, Norwich, UK..
  5. Jacek Miękisz & Michał Ramsza, 2013. "Sampling Dynamics of a Symmetric Ultimatum Game," Dynamic Games and Applications, Springer, vol. 3(3), pages 374-386, September.
  6. Federica Alberti & Edward J. Cartwright, 2011. "Full agreement and the provision of threshold public goods," Jena Economic Research Papers 2011-063, Friedrich-Schiller-University Jena, Max-Planck-Institute of Economics.
  7. Parco, James E. & Murphy, Ryan O., 2013. "Resistance to truthful revelation in bargaining: Persistent bid shading and the play of dominated strategies," Journal of Economic Psychology, Elsevier, vol. 39(C), pages 154-170.
  8. Israel Waichman & Artem Korzhenevych & Till Requate, 2010. "Equal Split in the Informal Market for Group Train Travel," Kiel Working Papers 1638, Kiel Institute for the World Economy.
  9. Colman, Andrew M. & Pulford, Briony D. & Bolger, Fergus, 2007. "Asymmetric dominance and phantom decoy effects in games," Organizational Behavior and Human Decision Processes, Elsevier, vol. 104(2), pages 193-206, November.

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