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Cooling-Off in Negotiations - Does It Work?

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  • Oechssler, Jörg
  • Roider, Andreas
  • Schmitz, Patrick W.

Abstract

Negotiations frequently end in conflict after one party rejects a final offer. In a large-scale internet experiment we investigate whether a 24-hour cooling-off period leads to fewer rejections in ultimatum bargaining. We conduct a standard cash treatment and a lottery treatment, where subjects received lottery tickets for several large prizes - emulating a high-stakes environment. In the lottery treatment, unfair offers are less frequently rejected, and cooling-off significantly reduces the rejection rate further. In the cash treatment, rejections are more frequent and remain so after cooling-off. This treatment difference is particularly pronounced for subjects with lower cognitive abilities.

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Paper provided by C.E.P.R. Discussion Papers in its series CEPR Discussion Papers with number 6807.

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Date of creation: Apr 2008
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Handle: RePEc:cpr:ceprdp:6807

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Keywords: behavioural biases; cognitive abilities; cooling-off; emotions; internet experiment; negotiations; ultimatum game;

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References

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  1. Mathias Drehmann & Jörg Oechssler & Andreas Roider, 2004. "Herding with and without Payoff Externalities - An Internet Experiment," Bonn Econ Discussion Papers bgse15_2004, University of Bonn, Germany.
  2. Roider, Andreas & Mathias Drehmann & Jorg Oechssler, 2003. "Herding and Contrarian Behavior in Financial Markets - An Internet Experiment," Royal Economic Society Annual Conference 2003 177, Royal Economic Society.
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Citations

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Cited by:
  1. Oechssler, Jörg & Roider, Andreas & Schmitz, Patrick W., 2009. "Cognitive abilities and behavioral biases," Journal of Economic Behavior & Organization, Elsevier, vol. 72(1), pages 147-152, October.
  2. Oechssler, Jörg, 2009. "Searching beyond the lamppost: Let’s focus on economically relevant questions," Working Papers 0486, University of Heidelberg, Department of Economics.
  3. Kocher, Martin G. & Pahlke, Julius & Trautmann, Stefan T., 2011. "Tempus Fugit: Time Pressure in Risky Decisions," Discussion Papers in Economics 12221, University of Munich, Department of Economics.
  4. Fabio Galeotti, 2013. "An Experiment on Waiting Time and Punishing Behavior," Economics Bulletin, AccessEcon, vol. 33(2), pages 1383-1389.
  5. Burkhard C. Schipper & Jörg Oechssler, 2008. "Incentives for Subjects in Internet Experiments," Working Papers 81, University of California, Davis, Department of Economics.
  6. Normann, Hans-Theo & Requate, Till & Waichman, Israel, 2013. "Do short-term laboratory experiments provide valid descriptions of long-term economic interactions? A study of Cournot markets," DICE Discussion Papers 100, Heinrich‐Heine‐Universität Düsseldorf, Düsseldorf Institute for Competition Economics (DICE).
  7. Hans-Rüdiger Pfister & Gisela Böhm, 2012. "Responder Feelings in a Three-Player Three-Option Ultimatum Game: Affective Determinants of Rejection Behavior," Games, MDPI, Open Access Journal, vol. 3(1), pages 1-29, February.
  8. Jungmin Lee, 2013. "The Impact of a Mandatory Cooling-off Period on Divorce," Journal of Law and Economics, University of Chicago Press, vol. 56(1), pages 227 - 243.
  9. Björn Frank, 2009. "Clean Evidence on Face-to-Face: Why Experimental Economics is of Interest to Regional Economists," MAGKS Papers on Economics 200904, Philipps-Universität Marburg, Faculty of Business Administration and Economics, Department of Economics (Volkswirtschaftliche Abteilung).
  10. Federica Alberti & Sven Fischer & Werner Güth & Kei Tsutsui, 2013. "Concession Bargaining - An Experimental Comparison of Protocols and Time Horizons," Jena Economic Research Papers 2013-052, Friedrich-Schiller-University Jena, Max-Planck-Institute of Economics.

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