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Communication, Reputation, and Punishment in Sequential Bargaining Experiments

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  • Jeanette Brosig
  • Joachim Weimann
  • Chun-Lei Yang

Abstract

Experiments on sequential bargaining have shown that subjects' behavior is far from the equilibrium prediction. Whereas previous models explain these deviations by some kind of social preferences, we investigate an alternative interpretation of behavior based on the assumption of bounded rational self-interest. Our analyses reveal that, in line with this interpretation, bargaining outcomes depend on subjects' payoff consequences from punishment. However, after preplay communication, we find a much weaker effect of these payoff consequences and a tremendous increase in the number of equal splits. This communication effect can be attributed to reputation effects only to a minor degree, if at all.

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Bibliographic Info

Article provided by Mohr Siebeck, Tübingen in its journal Journal of Institutional and Theoretical Economics.

Volume (Year): 160 (2004)
Issue (Month): 4 (December)
Pages: 576-

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Handle: RePEc:mhr:jinste:urn:sici:0932-4569(200412)160:4_576:crapis_2.0.tx_2-u

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Cited by:
  1. Sönke Hoffmann & Benedikt Mihm & Joachim Weimann, 2014. "To Commit or not to Commit? An Experimental Investigation of Pre-Commitments in Bargaining Situations with Asymmetric Information," CESifo Working Paper Series 4835, CESifo Group Munich.
  2. Mohlin, Erik & Johannesson, Magnus, 2008. "Communication: Content or relationship?," Journal of Economic Behavior & Organization, Elsevier, vol. 65(3-4), pages 409-419, March.
  3. Bodo Sturm & Joachim Weimann, 2006. "Experiments in Environmental Economics and Some Close Relatives," Journal of Economic Surveys, Wiley Blackwell, vol. 20(3), pages 419-457, 07.
  4. Gary Bolton & Jeannette Brosig-Koch, 2012. "How do coalitions get built? Evidence from an extensive form coalition game with and without communication," International Journal of Game Theory, Springer, vol. 41(3), pages 623-649, August.
  5. Andersson, Ola & Wengström, Erik, 2011. "Credible Communication and Cooperation: Experimental Evidence from Multi-stage Games," Working Paper Series 883, Research Institute of Industrial Economics.
  6. Zultan, Ro’i, 2012. "Strategic and social pre-play communication in the ultimatum game," Journal of Economic Psychology, Elsevier, vol. 33(3), pages 425-434.

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