Bargaining in a Video Experiment

Content.- 1 Introduction.- 2 Description of the Experiment.- 2.1 Experimental Design.- 2.2 Organizational Features.- 3 Data and Evaluation.- 3.1 Experimental Setup.- 3.1.1 Spontaneous versus Strategic Behavior.- 3.1.2 Observation and Group Effect.- 3.1.3 Number of Sessions and Statistical Analysis.- 3.2 Evaluation.- 3.2.1 Data.- 3.2.2 Data Analysis.- 4 Determinants of Boundedly Rational Behavior.- 4.1 Aspiration Levels.- 4.2 Prominence.- 4.3 The Equity Principle and Fairness.- 4.3.1 The Equity Principle.- 4.3.2 Fairness.- 4.4 Motivations, Emotions, and Social Norms.- 5 Analysis of Payoffs and Proposals.- 5.1 Bargaining Models and Related Experiments.- 5.2 Payoffs.- 5.2.1 Inexperienced Groups.- 5.2.2 Experienced Groups.- 5.2.3 Group Effects.- 5.3 Proposals.- 5.3.1 Inexperienced Groups.- 5.3.2 Experienced Groups.- 5.3.3 Prominence Level of Proposals.- 5.4 Threats.- 5.4.1 Are Threats Successful?.- 5.4.2 Does Threatening Pay in Monetary Terms?.- 5.4.3 Do Threats Reduce the Bargaining Time?.- 5.5 Strategic Ideas.- 5.5.1 Constant Demand.- 5.5.2 “Jumping” between a Minimal Demand and a “Punishment Value”.- 5.5.3 Concessions to Reach an Agreement.- 5.5.4 Proposal of Equal Split by an S-group.- 5.5.5 Combinations of Behavior in 5.5.2 and 5.5.3.- 5.6 Conclusion.- 6 Equity and Prominence in Aspiration Levels and Proposals.- 6.1 The Equity Principle and Fairness.- 6.2 Prominence.- 6.3 Aspiration Levels.- 6.3.1 Formation and Adaptation of Aspiration Levels.- 6.3.2 Finding the First Aspiration Level.- 6.3.3 Adaptation of Aspiration Levels.- 6.3.4 Test of the Predictive Success of the Principles Guiding Aspiration Level Formation and Adaptation.- 6.4 Proposals.- 6.4.1 First Demands and Adjustments of Proposals.- 6.4.2 First Demands/Offers.- 6.4.3 Adjustments of Proposals.- 6.5 The Negotiation Agreement Area - Comparison of Results.- 6.6 Other Aspiration Level Based Approaches Explaining Outcomes of Bargaining.- 6.7 Conclusion.- 7 Break Offs.- 7.1 Correlates of Break Off Discussions.- 7.2 Monetary and Nonmonetary Motives.- 7.3 Motivations.- 7.3.1 Economic Efficiency.- 7.3.2 Power.- 7.4 Reciprocity, a Social Norm with Two Faces.- 7.4.1 Economic Literature on Reciprocity.- 7.4.2 Reciprocity in Break Off Discussions.- 7.5 Emotions.- 7.5.1 Emotions as Determinants for Primarily Non-Payoff-Oriented Break Off Discussions.- 7.5.2 Economic Literature Taking Account of Emotions.- 7.6 Motivational Explanation of Potential and Actual Break Offs.- 7.7 Conclusion.- 8 Conclusive Remarks: How Do Business People Decide?.- Appendices 137.- A Introduction of Experimental Subjects.- B Negotiation Processes.- C Negotiation Processes of the Kuon-Uhlich-Experiment.- D Allocations.- E Formation and Adaptation of Aspiration Levels.- F Break Off Discussions.- G Questionnaire for Business People.- References.