IDEAS home Printed from https://ideas.repec.org/a/eee/joepsy/v27y2006i5p622-634.html
   My bibliography  Save this article

On the strategic use of focal points in bargaining situations

Author

Listed:
  • Janssen, Maarten C.W.

Abstract

No abstract is available for this item.

Suggested Citation

  • Janssen, Maarten C.W., 2006. "On the strategic use of focal points in bargaining situations," Journal of Economic Psychology, Elsevier, vol. 27(5), pages 622-634, October.
    • Handle: RePEc:eee:joepsy:v:27:y:2006:i:5:p:622-634
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0167-4870(06)00048-1
    Download Restriction: Full text for ScienceDirect subscribers only
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. 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.
    2. 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.
    3. 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.
    4. Blume, Andreas, 2000. "Coordination and Learning with a Partial Language," Journal of Economic Theory, Elsevier, vol. 95(1), pages 1-36, November.
    5. Casajus, Andre, 2000. "Focal Points in Framed Strategic Forms," Games and Economic Behavior, Elsevier, vol. 32(2), pages 263-291, August.
    6. Sugden, Robert, 1991. "Rational Choice: A Survey of Contributions from Economics and Philosophy," Economic Journal, Royal Economic Society, vol. 101(407), pages 751-785, July.
    7. Ernst Fehr & Klaus M. Schmidt, 1999. "A Theory of Fairness, Competition, and Cooperation," The Quarterly Journal of Economics, Oxford University Press, vol. 114(3), pages 817-868.
    8. Crawford, Vincent P & Haller, Hans, 1990. "Learning How to Cooperate: Optimal Play in Repeated Coordination Games," Econometrica, Econometric Society, vol. 58(3), pages 571-595, May.
    9. 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.
    10. Binmore, Ken & Swierzbinski, Joe & Hsu, Steven & Proulx, Chris, 1993. "Focal Points and Bargaining," International Journal of Game Theory, Springer;Game Theory Society, vol. 22(4), pages 381-409.
    11. 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.
    12. 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.
    13. Andrew Colman & Michael Bacharach, 1997. "Payoff Dominance And The Stackelberg Heuristic," Theory and Decision, Springer, vol. 43(1), pages 1-19, July.
    14. Bacharach, Michael & Bernasconi, Michele, 1997. "The Variable Frame Theory of Focal Points: An Experimental Study," Games and Economic Behavior, Elsevier, vol. 19(1), pages 1-45, April.
    15. W. Guth & R. Schmittberger & B. Schwartz, 2010. "An experimental analysis of ultimatum bargaining," Levine's Working Paper Archive 291, David K. Levine.
    16. Sugden, Robert, 1995. "A Theory of Focal Points," Economic Journal, Royal Economic Society, vol. 105(430), pages 533-550, May.
    17. 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.
    18. Maarten Janssen, 2001. "Rationalizing Focal Points," Theory and Decision, Springer, vol. 50(2), pages 119-148, March.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Marina Agranov & Christopher Cotton & Chloe Tergiman, 2016. "Persistence Of Power: Repeated Multilateral Bargaining," Working Paper 1374, Economics Department, Queen's University.
    2. Agranov, Marina & Cotton, Christopher & Tergiman, Chloe, 2020. "Persistence of power: Repeated multilateral bargaining with endogenous agenda setting authority," Journal of Public Economics, Elsevier, vol. 184(C).
    3. Lauren Larrouy & Guilhem Lecouteux, 2018. "Choosing in a Large World: The Role of Focal Points as a Mindshaping Device," Working Papers halshs-01923244, HAL.
    4. Alessandro Del Ponte & Aidas Masiliūnas & Noah Lim, 2023. "Information about historical emissions drives the division of climate change mitigation costs," Nature Communications, Nature, vol. 14(1), pages 1-8, December.
    5. Colin F. Camerer & Gideon Nave & Alec Smith, 2019. "Dynamic Unstructured Bargaining with Private Information: Theory, Experiment, and Outcome Prediction via Machine Learning," Management Science, INFORMS, vol. 65(4), pages 1867-1890, April.
    6. Aina, Chiara & Battigalli, Pierpaolo & Gamba, Astrid, 2020. "Frustration and anger in the Ultimatum Game: An experiment," Games and Economic Behavior, Elsevier, vol. 122(C), pages 150-167.
    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. Luhan, Wolfgang J. & Poulsen, Anders U. & Roos, Michael W.M., 2017. "Real-time tacit bargaining, payoff focality, and coordination complexity: Experimental evidence," Games and Economic Behavior, Elsevier, vol. 102(C), pages 687-699.
    9. Schmidt, Robert J., 2019. "Identifying the Ranking of Focal Points in Coordination Games on the Individual Level," Working Papers 0660, University of Heidelberg, Department of Economics.
    10. repec:awi:wpaper:660 is not listed on IDEAS
    11. Schmidt, Robert J., 2019. "Capitalizing on the (false) consensus effect: Two tractable methods to elicit private information," Working Papers 0669, University of Heidelberg, Department of Economics.
    12. Eve-Angéline Lambert & Jean-Christian Tisserand, 2016. "Does the obligation to bargain make you fit the mould? An experimental analysis," Working Papers of BETA 2016-37, Bureau d'Economie Théorique et Appliquée, UDS, Strasbourg.
    13. Anbarci, Nejat & Feltovich, Nick, 2018. "How fully do people exploit their bargaining position? The effects of bargaining institution and the 50–50 norm," Journal of Economic Behavior & Organization, Elsevier, vol. 145(C), pages 320-334.
    14. Zoe Bett & Anders Poulsen & Odile Poulsen, 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-R, School of Economics, University of East Anglia, Norwich, UK..
    15. Alessandra Smerilli, 2012. "We-thinking and vacillation between frames: filling a gap in Bacharach’s theory," Theory and Decision, Springer, vol. 73(4), pages 539-560, October.
    16. 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.
    17. Pope, Devin G. & Pope, Jaren C. & Sydnor, Justin R., 2015. "Focal points and bargaining in housing markets," Games and Economic Behavior, Elsevier, vol. 93(C), pages 89-107.
    18. Jacek Miękisz & Michał Ramsza, 2013. "Sampling Dynamics of a Symmetric Ultimatum Game," Dynamic Games and Applications, Springer, vol. 3(3), pages 374-386, September.
    19. Schmidt, Robert J., 2019. "Point beauty contest: measuring the distribution of focal points on the individual level," Working Papers 0667, University of Heidelberg, Department of Economics.
    20. Federica Alberti & Edward J. Cartwright, 2016. "Full agreement and the provision of threshold public goods," Public Choice, Springer, vol. 166(1), pages 205-233, January.
    21. 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.
    22. Waichman, Israel & Requate, Till & Korzhenevych, Artem, 2013. "Equal split in the informal market for group train travel," Economics Letters, Elsevier, vol. 118(2), pages 327-329.
    23. Nejat Anbarci & Nick Feltovich, 2013. "How responsive are people to changes in their bargaining position? Earned bargaining power and the 50–50 norm," EcoMod2013 5855, EcoMod.
    24. Bett, Zoë & Poulsen, Anders & Poulsen, Odile, 2016. "The focality of dominated compromises in tacit coordination situations: Experimental evidence," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 60(C), pages 29-34.
    25. repec:uea:wcbess:13-02 is not listed on IDEAS

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Maarten C.W. Janssen, 2006. "On the Strategic Use of Focal Points in Bargaining Situations," Tinbergen Institute Discussion Papers 06-040/1, Tinbergen Institute.
    2. Alessandro Sontuoso & Sudeep Bhatia, 2021. "A notion of prominence for games with natural‐language labels," Quantitative Economics, Econometric Society, vol. 12(1), pages 283-312, January.
    3. Waichman, Israel & Requate, Till & Korzhenevych, Artem, 2013. "Equal split in the informal market for group train travel," Economics Letters, Elsevier, vol. 118(2), pages 327-329.
    4. Bosch-Domènech, Antoni & Vriend, Nicolaas J., 2013. "On the role of non-equilibrium focal points as coordination devices," Journal of Economic Behavior & Organization, Elsevier, vol. 94(C), pages 52-67.
    5. Marco Faillo & Alessandra Smerilli & Robert Sugden, 2016. "Can a single theory explain coordination? An experiment on alternative modes of reasoning and the conditions under which they are used," Working Paper series, University of East Anglia, Centre for Behavioural and Experimental Social Science (CBESS) 16-01, School of Economics, University of East Anglia, Norwich, UK..
    6. Faillo, Marco & Smerilli, Alessandra & Sugden, Robert, 2017. "Bounded best-response and collective-optimality reasoning in coordination games," Journal of Economic Behavior & Organization, Elsevier, vol. 140(C), pages 317-335.
    7. Alós-Ferrer, Carlos & Kuzmics, Christoph, 2013. "Hidden symmetries and focal points," Journal of Economic Theory, Elsevier, vol. 148(1), pages 226-258.
    8. Subhasish Dugar & Quazi Shahriar, 2012. "Focal Points and Economic Efficiency: The Role of Relative Label Salience," Southern Economic Journal, John Wiley & Sons, vol. 78(3), pages 954-975, January.
    9. Lauren Larrouy & Guilhem Lecouteux, 2018. "Choosing in a Large World: The Role of Focal Points as a Mindshaping Device," Working Papers halshs-01923244, HAL.
    10. Nicolas Bardsley & Judith Mehta & Chris Starmer & Robert Sugden, 2006. "The Nature of Salience Revisited: Cognitive Hierarchy Theory versus Team Reasoning," Discussion Papers 2006-17, The Centre for Decision Research and Experimental Economics, School of Economics, University of Nottingham.
    11. Güth, Werner & Kocher, Martin G., 2014. "More than thirty years of ultimatum bargaining experiments: Motives, variations, and a survey of the recent literature," Journal of Economic Behavior & Organization, Elsevier, vol. 108(C), pages 396-409.
    12. Blume, Andreas & Gneezy, Uri, 2010. "Cognitive forward induction and coordination without common knowledge: An experimental study," Games and Economic Behavior, Elsevier, vol. 68(2), pages 488-511, March.
    13. Külpmann, Philipp & Khantadze, Davit, 2016. "Identifying the reasons for coordination failure in a laboratory experiment," Center for Mathematical Economics Working Papers 567, Center for Mathematical Economics, Bielefeld University.
    14. Gary Charness & Alessandro Sontuoso, 2018. "The Doors of Perception," PPE Working Papers 0013, Philosophy, Politics and Economics, University of Pennsylvania, revised 25 Oct 2018.
    15. Stahl, Dale O. & Haruvy, Ernan, 2008. "Subgame perfection in ultimatum bargaining trees," Games and Economic Behavior, Elsevier, vol. 63(1), pages 292-307, May.
    16. Nejat Anbarci & Nick Feltovich, 2013. "How responsive are people to changes in their bargaining position? Earned bargaining power and the 50–50 norm," EcoMod2013 5855, EcoMod.
    17. Swee Hoon Chuah & Robert Hoffmann & Lee Chew Ging, 2004. "Coordination and Incomplete Information: an Experimental Study," Occasional Papers 6, Nottingham University Business School.
    18. Nicholas Bardsley & Judith Mehta & Chris Starmer & Robert Sugden, 2010. "Explaining Focal Points: Cognitive Hierarchy Theory "versus" Team Reasoning," Economic Journal, Royal Economic Society, vol. 120(543), pages 40-79, March.
    19. Kuzmics, Christoph & Palfrey, Thomas & Rogers, Brian W., 2014. "Symmetric play in repeated allocation games," Journal of Economic Theory, Elsevier, vol. 154(C), pages 25-67.
    20. Barbara Dluhosch, 2011. "European Economics at a Crossroads, by J. Barkley Rosser, Jr., Richard P. F. Holt, and David Colander," Journal of Regional Science, Wiley Blackwell, vol. 51(3), pages 629-631, August.

    More about this item

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:joepsy:v:27:y:2006:i:5:p:622-634. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/locate/joep .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.