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Unilateral face-to-face communication in ultimatum bargaining - A video experiment

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  • Carsten Schmidt

    ()

  • Ro`i Zultan

    ()

Abstract

It is commonly accepted that face-to-face communication induces cooperation. The experiment disentangles communication and social effect (replication of Roth, 1995) and examines the components of the social effect with the help of unilateral communication. Results suggest that separate processes, both of a strategic and of an affective-social nature may induce cooperative outcomes in ultimatum bargaining with pre-play communication, depending on the communication protocol. Unilateral communication is found to have weaker effects than bilateral communication, and affects especially the recipient of the communication.

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Bibliographic Info

Paper provided by The Center for the Study of Rationality, Hebrew University, Jerusalem in its series Discussion Paper Series with number dp369.

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Length: 25 pages
Date of creation: Aug 2004
Date of revision:
Handle: RePEc:huj:dispap:dp369

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Keywords: one way communication; pre-play communication; bargaining;

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References

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  1. Hoffman, Elizabeth & Spitzer, Matthew L, 1982. "The Coase Theorem: Some Experimental Tests," Journal of Law and Economics, University of Chicago Press, vol. 25(1), pages 73-98, April.
  2. Güth, Werner & Schmidt, Carsten & Sutter, Matthias, 2001. "Fairness in the mail and opportunism in the internet: A newspaper experiment on ultimatum bargaining," SFB 373 Discussion Papers 2001,42, Humboldt University of Berlin, Interdisciplinary Research Project 373: Quantification and Simulation of Economic Processes.
  3. Thomas Baumann & Carsten Schmidt, 2004. "The Jena video laboratory for economic experiments," Papers on Strategic Interaction 2004-06, Max Planck Institute of Economics, Strategic Interaction Group.
  4. Jeannette Brosig & Axel Ockenfels & Joachim Weimann, 2003. "Information and Communication in Sequential Bargaining," Papers on Strategic Interaction 2003-09, Max Planck Institute of Economics, Strategic Interaction Group.
  5. Frohlich, Norman & Oppenheimer, Joe, 1998. "Some consequences of e-mail vs. face-to-face communication in experiment," Journal of Economic Behavior & Organization, Elsevier, vol. 35(3), pages 389-403, April.
  6. 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.
  7. Urs Fischbacher, 2007. "z-Tree: Zurich toolbox for ready-made economic experiments," Experimental Economics, Springer, vol. 10(2), pages 171-178, June.
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Cited by:
  1. Thomas Baumann & Carsten Schmidt, 2004. "The Jena video laboratory for economic experiments," Papers on Strategic Interaction 2004-06, Max Planck Institute of Economics, Strategic Interaction Group.
  2. Brosig, Jeannette, 2006. "Communication channels and induced behavior," MPRA Paper 14035, University Library of Munich, Germany.

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