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Choosing the Wrong Pond: Social Comparisons in Negotiations That Reflect a Self-Serving Bias

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Cited by:

  1. Siddiqi, Hammad, 2014. "Analogy Making and the Structure of Implied Volatility Skew," MPRA Paper 60921, University Library of Munich, Germany.
  2. Siddiqi, Hammad, 2013. "Analogy Making in Complete and incomplete Markets: A New Model for Pricing Contingent Claims," Risk and Sustainable Management Group Working Papers 160608, University of Queensland, School of Economics.
  3. Simon G�chter & Arno Riedl, "undated". "Moral Property Rights in Bargaining," IEW - Working Papers 113, Institute for Empirical Research in Economics - University of Zurich.
  4. Ruud Gerards & Joan Muysken & Riccardo Welters, 2014. "Active Labour Market Policy by a Profit-Maximizing Firm," British Journal of Industrial Relations, London School of Economics, vol. 52(1), pages 136-157, March.
  5. Emin Karagözoğlu & Arno Riedl, 2015. "Performance Information, Production Uncertainty, and Subjective Entitlements in Bargaining," Management Science, INFORMS, vol. 61(11), pages 2611-2626, November.
  6. F. Carlsson & G. Gupta & O. Johansson-Stenman, 2003. "Choosing from behind a veil of ignorance in India," Applied Economics Letters, Taylor & Francis Journals, vol. 10(13), pages 825-827.
  7. Kerri Brick & Martine Visser & Zoe Hoven, 2016. "Cooperation and Climate Change: Can Communication Facilitate the Provision of Public Goods in Heterogeneous Settings?," Environmental & Resource Economics, Springer;European Association of Environmental and Resource Economists, vol. 64(3), pages 421-443, July.
  8. Gantner, Anita & Horn, Kristian & Kerschbamer, Rudolf, 2016. "Fair and efficient division through unanimity bargaining when claims are subjective," Journal of Economic Psychology, Elsevier, vol. 57(C), pages 56-73.
  9. McDonald, Ian M. & Nikiforakis, Nikos & Olekalns, Nilss & Sibly, Hugh, 2013. "Social comparisons and reference group formation: Some experimental evidence," Games and Economic Behavior, Elsevier, vol. 79(C), pages 75-89.
  10. Lackner, Mario & Sonnabend, Hendrik, 2021. "Coping with advantageous inequity—Field evidence from professional penalty kicking," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 91(C).
  11. Ubeda, Paloma, 2014. "The consistency of fairness rules: An experimental study," Journal of Economic Psychology, Elsevier, vol. 41(C), pages 88-100.
  12. David Dickinson, 2005. "Bargaining Outcomes with Double-Offer Arbitration," Experimental Economics, Springer;Economic Science Association, vol. 8(2), pages 145-166, June.
  13. Landeo, Claudia M., 2009. "Cognitive coherence and tort reform," Journal of Economic Psychology, Elsevier, vol. 30(6), pages 898-912, December.
  14. Emin Karagözoglu & Arno Riedl, 2010. "Information, Uncertainty, and Subjective Entitlements in Bargaining," CESifo Working Paper Series 3133, CESifo.
  15. Francesco Farina & Stefania Ottone & Ferruccio Ponzano, 2019. "On the Collective Choice among Models of Social Protection: An Experimental Study," Games, MDPI, vol. 10(4), pages 1-17, October.
  16. Alex Lehr & Agnes Akkerman & René Torenvlied, 2015. "Spillover and conflict in collective bargaining: evidence from a survey of Dutch union and firm negotiators," Work, Employment & Society, British Sociological Association, vol. 29(4), pages 641-660, August.
  17. Siddiqi, Hammad, 2009. "Does Coarse Thinking Matter for Option Pricing? Evidence from an Experiment," MPRA Paper 13515, University Library of Munich, Germany.
  18. Andrew H. Newman & Ivo D. Tafkov & Flora Hailan Zhou, 2020. "The Effects of Incentive Scheme and Task Difficulty on Employees' Altruistic Behavior Outside the Firm†," Contemporary Accounting Research, John Wiley & Sons, vol. 37(3), pages 1512-1535, September.
  19. Barron, Kai & Stüber, Robert & Veldhuizen, Roel van, 2022. "Moral Motive Selection in the Lying-Dictator Game," Working Papers 2022:16, Lund University, Department of Economics.
  20. Läpple, Doris & Kelley, Hugh, 2013. "Understanding the uptake of organic farming: Accounting for heterogeneities among Irish farmers," Ecological Economics, Elsevier, vol. 88(C), pages 11-19.
  21. Heinicke, Franziska & König-Kersting, Christian & Schmidt, Robert, 2022. "Injunctive vs. descriptive social norms and reference group dependence," Journal of Economic Behavior & Organization, Elsevier, vol. 195(C), pages 199-218.
  22. Laschever, Ron A., 2013. "Keeping up with CEO Jones: Benchmarking and executive compensation," Journal of Economic Behavior & Organization, Elsevier, vol. 93(C), pages 78-100.
  23. Johansson-Stenman, Olof, 2005. "Global environmental problems, efficiency and limited altruism," Economics Letters, Elsevier, vol. 86(1), pages 101-106, January.
  24. Siddiqi, Hammad, 2013. "Mental Accounting: A Closed-Form Alternative to the Black Scholes Model," MPRA Paper 50759, University Library of Munich, Germany.
  25. Piasenti, Stefano & Valente, Marica & Van Veldhuizen, Roel & Pfeifer, Gregor, 2023. "Does Unfairness Hurt Women? The Effects of Losing Unfair Competitions," Working Papers 2023:7, Lund University, Department of Economics.
  26. Floris Heukelom, 2007. "Who are the Behavioral Economists and what do they say?," Tinbergen Institute Discussion Papers 07-020/1, Tinbergen Institute.
  27. Oliver Hart & John Moore, 2008. "Contracts as Reference Points," The Quarterly Journal of Economics, President and Fellows of Harvard College, vol. 123(1), pages 1-48.
  28. Barron, Kai & Stüber, Robert & van Veldhuizen, Roel, 2019. "Motivated motive selection in the lying-dictator game," Discussion Papers, Research Unit: Economics of Change SP II 2019-303, WZB Berlin Social Science Center.
  29. Lange, Andreas & Löschel, Andreas & Vogt, Carsten & Ziegler, Andreas, 2010. "On the self-interested use of equity in international climate negotiations," European Economic Review, Elsevier, vol. 54(3), pages 359-375, April.
  30. Wang, Xianghong, 2012. "When workers do not know – The behavioral effects of minimum wage laws revisited," Journal of Economic Psychology, Elsevier, vol. 33(5), pages 951-962.
  31. Rafael Di Tella & Ricardo Pérez-Truglia, 2010. "Conveniently Upset: Avoiding Altruism by Distorting Beliefs About Others," NBER Working Papers 16645, National Bureau of Economic Research, Inc.
  32. Linda Babcock & George Loewenstein, 1997. "Explaining Bargaining Impasse: The Role of Self-Serving Biases," Journal of Economic Perspectives, American Economic Association, vol. 11(1), pages 109-126, Winter.
  33. Anita Gantner & Kristian Horn & Rudolf Kerschbamer, 2013. "Fair Division in Unanimity Bargaining with Subjective Claims," Working Papers 2013-31, Faculty of Economics and Statistics, Universität Innsbruck.
  34. Landeo, Claudia M., 2009. "Tort Reform, Disputes and Belief Formation," MPRA Paper 13453, University Library of Munich, Germany.
  35. Alex Lehr & Jana Vyrastekova & Agnes Akkerman & René Torenvlied, 2018. "Horizontal and vertical spillovers in wage bargaining: A theoretical framework and experimental evidence," Rationality and Society, , vol. 30(1), pages 3-53, February.
  36. Leonardo Becchetti & Giacomo Degli Antoni & Stefania Ottone & Nazaria Solferino, 2011. "Spectators versus stakeholders with or without veil of ignorance: the difference it makes for justice and chosen distribution criteria," Econometica Working Papers wp31, Econometica.
  37. Robert A. Lowe & Arvids A. Ziedonis, 2006. "Overoptimism and the Performance of Entrepreneurial Firms," Management Science, INFORMS, vol. 52(2), pages 173-186, February.
  38. Tore Ellingsen & Magnus Johannesson, 2005. "Does Impartial Deliberation Breed Fair Behavior?," Rationality and Society, , vol. 17(1), pages 116-136, February.
  39. Bryan Caplan, 2002. "Systematically Biased Beliefs About Economics: Robust Evidence of Judgemental Anomalies from the Survey of Americans and Economists on the Economy," Economic Journal, Royal Economic Society, vol. 112(479), pages 433-458, April.
  40. Graham, Liam & Oswald, Andrew J., 2006. "Hedonic Capital," IZA Discussion Papers 2079, Institute of Labor Economics (IZA).
  41. David Eil & Justin M. Rao, 2011. "The Good News-Bad News Effect: Asymmetric Processing of Objective Information about Yourself," American Economic Journal: Microeconomics, American Economic Association, vol. 3(2), pages 114-138, May.
  42. Sund, Oda Kristine Storstad, 2023. "Unleveling the Playing Field? Experimental Evidence on Parents’ Willingness to Give Their Child an Advantage," Discussion Paper Series in Economics 21/2023, Norwegian School of Economics, Department of Economics.
  43. van der Cruijsen, C.A.B., 2008. "The economic impact of central bank transparency," Other publications TiSEM 86c1ba91-1952-45b4-adac-8, Tilburg University, School of Economics and Management.
  44. Kuhn, Peter & Gu, Wulong, 1999. "Learning in Sequential Wage Negotiations: Theory and Evidence," Journal of Labor Economics, University of Chicago Press, vol. 17(1), pages 109-140, January.
  45. Orley Ashenfelter & Gordon B. Dahl, 2003. "Strategic Bargaining Behavior, Self-Serving Biases, and the Role of Expert Agents An Empirical Study of Final-Offer Arbitration," Working Papers 857, Princeton University, Department of Economics, Industrial Relations Section..
  46. Haisley, Emily C. & Weber, Roberto A., 2010. "Self-serving interpretations of ambiguity in other-regarding behavior," Games and Economic Behavior, Elsevier, vol. 68(2), pages 614-625, March.
  47. Crusius, Jan & van Horen, Femke & Mussweiler, Thomas, 2012. "Why process matters: A social cognition perspective on economic behavior," Journal of Economic Psychology, Elsevier, vol. 33(3), pages 677-685.
  48. repec:clg:wpaper:2008-22 is not listed on IDEAS
  49. Iris Bohnet & Richard Zeckhauser, 2004. "Social Comparisons in Ultimatum Bargaining," Scandinavian Journal of Economics, Wiley Blackwell, vol. 106(3), pages 495-510, October.
  50. Gary Charness & Peter Kuhn, 2007. "Does Pay Inequality Affect Worker Effort? Experimental Evidence," Journal of Labor Economics, University of Chicago Press, vol. 25(4), pages 693-723.
  51. Lehr, Alex & Vyrastekova, Jana & Akkerman, Agnes & Torenvlied, René, 2016. "Spillovers and conflict in wage bargaining: Experimental evidence," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 63(C), pages 59-68.
  52. Asheim, Geir B. & Helland, Leif & Hovi, Jon & Hoyland, Bjorn, 2008. "Self-serving Dictators," Memorandum 26/2008, Oslo University, Department of Economics.
  53. Leonardo Becchetti & Giacomo Degli Antoni & Stefania Ottone & Nazaria Solferino, 2012. "Spectators Versus Stakeholders with/without Information: the Difference it Makes for Justice," CEIS Research Paper 221, Tor Vergata University, CEIS, revised 20 Feb 2012.
  54. Sigbjørn Birkeland & Bertil Tungodden, 2014. "Fairness motivation in bargaining: a matter of principle," Theory and Decision, Springer, vol. 77(1), pages 125-151, June.
  55. Francesca Gino & Michael I. Norton & Roberto A. Weber, 2016. "Motivated Bayesians: Feeling Moral While Acting Egoistically," Journal of Economic Perspectives, American Economic Association, vol. 30(3), pages 189-212, Summer.
  56. Siddiqi, Hammad, 2009. "Coarse Thinking and Pricing a Financial Option," MPRA Paper 21749, University Library of Munich, Germany.
  57. Bejarano, Hernán & Corgnet, Brice & Gómez-Miñambres, Joaquín, 2021. "Economic stability promotes gift-exchange in the workplace," Journal of Economic Behavior & Organization, Elsevier, vol. 187(C), pages 374-398.
  58. Kjell Arne Brekke & Olof Johansson-Stenman, 2008. "The behavioural economics of climate change," Oxford Review of Economic Policy, Oxford University Press and Oxford Review of Economic Policy Limited, vol. 24(2), pages 280-297, Summer.
  59. Simon Gächter & Arno Riedl, 2005. "Moral Property Rights in Bargaining with Infeasible Claims," Management Science, INFORMS, vol. 51(2), pages 249-263, February.
  60. Siddiqi, Hammad, 2014. "Analogy Making and the Structure of Implied Volatility Skew," Risk and Sustainable Management Group Working Papers 187407, University of Queensland, School of Economics.
  61. Vasil Stoyanov, 2017. "Research methods in behavioral economics and neuroeconomics," Economic Thought journal, Bulgarian Academy of Sciences - Economic Research Institute, issue 2, pages 145-156.
  62. Encinosa III, William E. & Gaynor, Martin & Rebitzer, James B., 2007. "The sociology of groups and the economics of incentives: Theory and evidence on compensation systems," Journal of Economic Behavior & Organization, Elsevier, vol. 62(2), pages 187-214, February.
  63. Andrea Gallice, 2020. "Self-Serving Biased Reference Points in Bankruptcy Problems," Working papers 067, Department of Economics and Statistics (Dipartimento di Scienze Economico-Sociali e Matematico-Statistiche), University of Torino.
  64. Rebitzer, James B. & Taylor, Lowell J., 2011. "Extrinsic Rewards and Intrinsic Motives: Standard and Behavioral Approaches to Agency and Labor Markets," Handbook of Labor Economics, in: O. Ashenfelter & D. Card (ed.), Handbook of Labor Economics, edition 1, volume 4, chapter 8, pages 701-772, Elsevier.
  65. Chang, Jae Bong & Lusk, Jayson L., 2008. "Concerns for Fairness and Preferences for Organic Food," 2008 Annual Meeting, July 27-29, 2008, Orlando, Florida 6414, American Agricultural Economics Association (New Name 2008: Agricultural and Applied Economics Association).
  66. Offerman, Theo, 2002. "Hurting hurts more than helping helps," European Economic Review, Elsevier, vol. 46(8), pages 1423-1437, September.
  67. Charness, Gary & Kuhn, Peter J., 2004. "Do Co-Workers’ Wages Matter? Theory and Evidence on Wage Secrecy, Wage Compression and Effort," IZA Discussion Papers 1417, Institute of Labor Economics (IZA).
  68. Siddiqi, Hammad, 2011. "Thinking by analogy, systematic risk, and option prices," MPRA Paper 31316, University Library of Munich, Germany.
  69. Dickinson, David L., 2006. "The chilling effect of optimism: The case of final-offer arbitration," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 35(1), pages 17-30, February.
  70. Gantner, Anita & Kerschbamer, Rudolf, 2016. "Fairness and efficiency in a subjective claims problem," Journal of Economic Behavior & Organization, Elsevier, vol. 131(PA), pages 21-36.
  71. Siddiqi, Hammad, 2013. "Analogy Making, Option Prices, and Implied Volatility," MPRA Paper 48862, University Library of Munich, Germany.
  72. Dorothea Alewell & Andreas Nicklisch, 2006. "Wage Differentials, Fairness, and Social Comparison: An experimental study of the Co-Employment of Permanent and Temporary Agency Workers†," Discussion Paper Series of the Max Planck Institute for Research on Collective Goods 2006_8, Max Planck Institute for Research on Collective Goods.
  73. Chen, Jaden Yang, 2022. "Biased learning under ambiguous information," Journal of Economic Theory, Elsevier, vol. 203(C).
  74. Eyal Ert & Andreas Nicklisch, 2006. "Noisy commitments: The impact of information accuracy on efficiency," Discussion Paper Series of the Max Planck Institute for Research on Collective Goods 2006_4, Max Planck Institute for Research on Collective Goods.
  75. James Fan & Joaquín Gómez-Miñambres, 2020. "Nonbinding Goals in Teams: A Real Effort Coordination Experiment," Manufacturing & Service Operations Management, INFORMS, vol. 22(5), pages 1026-1044, September.
  76. Abeler, Johannes & Altmann, Steffen & Kube, Sebastian & Wibral, Matthias, 2006. "Reciprocity and Payment Schemes: When Equality Is Unfair," IZA Discussion Papers 2500, Institute of Labor Economics (IZA).
  77. Malcolm Baker & Xin Pan & Jeffrey Wurgler, 2009. "A Reference Point Theory of Mergers and Acquisitions," NBER Working Papers 15551, National Bureau of Economic Research, Inc.
  78. van der Cruijsen, C.A.B. & Eijffinger, S.C.W., 2008. "Actual versus Perceived Transparency : The Case of the European Central Bank," Other publications TiSEM ef921111-e38c-4e5a-9ba1-f, Tilburg University, School of Economics and Management.
  79. Teck-Hua Ho & Xuanming Su, 2009. "Peer-Induced Fairness in Games," American Economic Review, American Economic Association, vol. 99(5), pages 2022-2049, December.
  80. James Konow, 2000. "Fair Shares: Accountability and Cognitive Dissonance in Allocation Decisions," American Economic Review, American Economic Association, vol. 90(4), pages 1072-1091, September.
  81. James Konow, 2003. "Which Is the Fairest One of All? A Positive Analysis of Justice Theories," Journal of Economic Literature, American Economic Association, vol. 41(4), pages 1188-1239, December.
  82. Dezső, Linda & Loewenstein, George & Steinhart, Jonathan & Neszveda, Gábor & Szászi, Barnabás, 2015. "The pernicious role of asymmetric history in negotiations," Journal of Economic Behavior & Organization, Elsevier, vol. 116(C), pages 430-438.
  83. Tim Kraft & León Valdés & Yanchong Zheng, 2018. "Supply Chain Visibility and Social Responsibility: Investigating Consumers’ Behaviors and Motives," Manufacturing & Service Operations Management, INFORMS, vol. 20(4), pages 617-636, October.
  84. Luis Miller & Heiko Rauhut & Fabian Winter, 2011. "The emergence of norms from conflicts over just distributions," Jena Economics Research Papers 2011-018, Friedrich-Schiller-University Jena.
  85. Oxoby, Robert J. & Friedrich, Colette, 2008. "Incentive Design and Trust: Comparing the Effects of Tournament and Team-Based Incentives on Trust," IZA Discussion Papers 3424, Institute of Labor Economics (IZA).
  86. Siddiqi, Hammad, 2013. "Analogy Making In Complete and Incomplete Markets: A New Model for Pricing Contingent Claims," Risk and Sustainable Management Group Working Papers 156934, University of Queensland, School of Economics.
  87. Babcock, Linda & Engberg, John & Greenbaum, Robert, 2005. "Wage spillovers in public sector contract negotiations: the importance of social comparisons," Regional Science and Urban Economics, Elsevier, vol. 35(4), pages 395-416, July.
  88. Mikhail Drugov, 2021. "Bargaining with informational and payoff externalities," Journal of Economics & Management Strategy, Wiley Blackwell, vol. 30(2), pages 398-419, May.
  89. Rauktis, Mary E. & McCarthy, Sharon & Krackhardt, David & Cahalane, Helen, 2010. "Innovation in child welfare: The adoption and implementation of Family Group Decision Making in Pennsylvania," Children and Youth Services Review, Elsevier, vol. 32(5), pages 732-739, May.
  90. van der Cruijsen, Carin A.B. & Eijffinger, Sylvester C.W., 2010. "From actual to perceived transparency: The case of the European Central Bank," Journal of Economic Psychology, Elsevier, vol. 31(3), pages 388-399, June.
  91. Mats Alvesson & Dan Kärreman, 2007. "Unraveling HRM: Identity, Ceremony, and Control in a Management Consulting Firm," Organization Science, INFORMS, vol. 18(4), pages 711-723, August.
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  93. Christine Jolls, 2007. "Behavioral Law and Economics," NBER Working Papers 12879, National Bureau of Economic Research, Inc.
  94. Baker, Malcolm & Pan, Xin & Wurgler, Jeffrey, 2012. "The effect of reference point prices on mergers and acquisitions," Journal of Financial Economics, Elsevier, vol. 106(1), pages 49-71.
  95. van der Cruijsen, C.A.B. & Eijffinger, S.C.W., 2008. "Actual versus Perceived Transparency : The Case of the European Central Bank," Other publications TiSEM ef921111-e38c-4e5a-9ba1-f, Tilburg University, School of Economics and Management.
  96. Raghabendra Pratap KC & Dominique Olié Lauga & Vincent Mak, 2023. "Hold-up induced by demand for fairness: theory and experimental evidence," Theory and Decision, Springer, vol. 94(4), pages 721-750, May.
  97. Gary Charness & Peter Kuhn, 2005. "Pay Inequality, Pay Secrecy, and Effort: Theory and Evidence," NBER Working Papers 11786, National Bureau of Economic Research, Inc.
  98. Siddiqi, Hammad, 2009. "Is the lure of choice reflected in market prices? Experimental evidence based on the 4-door Monty Hall problem," Journal of Economic Psychology, Elsevier, vol. 30(2), pages 203-215, April.
  99. Siddiqi, Hammad, 2010. "Coarse thinking, implied volatility, and the valuation of call and put options," MPRA Paper 23261, University Library of Munich, Germany.
  100. Joachim Weimann, 2010. "Politikberatung und die Verhaltensökonomie: Eine Fallstudie zu einem schwierigen Verhältnis," Schmollers Jahrbuch : Journal of Applied Social Science Studies / Zeitschrift für Wirtschafts- und Sozialwissenschaften, Duncker & Humblot, Berlin, vol. 130(3), pages 279-296.
  101. Claudia M. Landeo, 2018. "Law and economics and tort litigation institutions: theory and experiments," Chapters, in: Joshua C. Teitelbaum & Kathryn Zeiler (ed.), Research Handbook on Behavioral Law and Economics, chapter 9, pages 247-268, Edward Elgar Publishing.
  102. Becchetti Leonardo & Solferino Nazaria & Antoni Giacomo Degli & Ottone Stefania, 2018. "Performance, Luck and Equality: An Experimental Analysis of Subjects’ Preferences for Different Allocation Criteria," The B.E. Journal of Economic Analysis & Policy, De Gruyter, vol. 18(1), pages 1-14, January.
  103. Siddiqi, Hammad, 2010. "The relevance of coarse thinking for investors' willingness to pay: An experimental study," MPRA Paper 23924, University Library of Munich, Germany.
  104. Theo Offerman, 1999. "Hurting hurts more than Helping helps: The Role of the Self-serving Bias," Tinbergen Institute Discussion Papers 99-018/1, Tinbergen Institute.
  105. Jost, John T. & Blount, Sally & Pfeffer, Jeffrey & Hunyady, Gyorgy, 2003. "Fair Market Ideology: Its Cognitive-Motivational Underpinnings," Research Papers 1816, Stanford University, Graduate School of Business.
  106. James Andreoni & Ray D Madoff, 2007. "Overconfdence and Judicial Discretion: Do Winner-take-all Rules Discourage Pre-trial Agreement?," Levine's Bibliography 843644000000000198, UCLA Department of Economics.
  107. Jacob Fowles, 2016. "Salaries in Space," Public Finance Review, , vol. 44(4), pages 523-548, July.
  108. Orley Ashenfelter & Gordon Dahl, 2003. "Strategic Bargaining Behavior, Self-Serving Biases, and the Role of Expert Agents An Empirical Study of Final-Offer Arbitration," Working Papers 857, Princeton University, Department of Economics, Industrial Relations Section..
  109. Siddiqi, Hammad, 2014. "Analogy Making and the Puzzles of Index Option Returns and Implied Volatility Skew: Theory and Empirical Evidence," Risk and Sustainable Management Group Working Papers 177302, University of Queensland, School of Economics.
  110. Alewell, Dorothea & Nicklisch, Andreas, 2009. "Wage differentials and social comparison: An experimental study of interrelated ultimatum bargaining," International Review of Law and Economics, Elsevier, vol. 29(3), pages 210-220, September.
  111. Brick, Kerri & Visser, Martine, 2015. "What is fair? An experimental guide to climate negotiations," European Economic Review, Elsevier, vol. 74(C), pages 79-95.
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