Laboratory Research on Bargainingl and Negotiations: An Evaluation

Gordon, Michael E.; Schmitt, Neal; Schneider, W. G.

doi:10.1111/j.1468-232x.1984.tb00898.x

Cited by 26 publications

(11 citation statements)

References 61 publications

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“…Our experiment has introduced some of the nuances of labor law into the "reality" of bargaining simulations. To our knowledge, this is the first bargaining exercise to include legal manipulations, though scholars have concluded that the inclusion of such measures would likely improve the external validity of simulations (Gordon, Schmitt, and Schneider, 1984). Our study has two potentially important research implications.…”

Section: Discussionmentioning

confidence: 87%

“…Our regressions also control for other factors that may influence the bargaining process, such as a participant's rating of an issue's importance, and a vector of negotiators' personal characteristics.6 These factors should be irrelevant because participants are assigned randomly to dyads, roles, and scenarios. Research has suggested, however, that personal characteristics can influence bargaining behaviors in laboratory simulations (Gordon, Schmitt, and Schneider, 1984).…”

Section: Resultsmentioning

confidence: 99%

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Bargaining Effects of the Mandatory‐Permissive Distinction

Delaney

Sockell

Brockner

1988

Industrial Relations

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This study uses a laboratory experiment to examine empirically the effect of the mandatory permissive distinction on the negotiation of wages, employment guarantees, and advertising expenditures. Results suggest that negotiators spend more time bargaining over a smaller settlement range when an issue is mandatory than when it is permissive. Further, tentative findings provide no evidence that negotiators can circumvent the distinction through the use of tradeoffs across issues or bargaining power.

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Section: Discussionmentioning

confidence: 87%

Section: Resultsmentioning

confidence: 99%

Bargaining Effects of the Mandatory‐Permissive Distinction

Delaney

Sockell

Brockner

1988

Industrial Relations

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“…See, for example,Bazerman and Farber (1985),Farber and Bazerman (1986),Bloom (1986),Olson et al (1992) andAshenfelter et al (1992).3 SeeAnderson (1981),Gordon et al (1984) andOlson et al (1992). 4 See, for example,Ashenfelter and Bloom (1984),Faurot and McAllister (1992),Burgess and Marburger (1993) andCurrie (1994).…”

mentioning

confidence: 99%

Arbitrator Decision‐Making in the Transfer Market: an Empirical Analysis

Speight

Thomas

1997

Scottish J Political Eco

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This paper analyses data generated by the annual round of arbitrated settlements of disputed transfer fees for end‐of‐contract players in the English Football League. Using information on final‐offers of the disputant clubs and data on a variety of player and club characteristics we analyse arbitrated fees and final‐offers, and the relative importance of final‐offers and case facts in fashioning outcomes. Our analysis suggests that a large proportion of the variation in settlements can be accounted for by certain case facts rather than a mechanical compromise of final‐offers, with the latter receiving a relatively low weight. In general, our findings are consistent with the view that conventional arbitration systems generate little useful information in terms of final‐offers from the disputant parties.

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“…While the pool of participants in the experiment included a mix of subjects that had real world experience that was relevant to such a task, the detailed instructions that were provided to them and their use of practice transactions ensured that all subjects felt comfortable with the task and could relate to a real purchasing management scenario. While professional subjects would best serve the interests of this study, Gordon et al (1984) similarly recommend reliance upon trained experimental subjects as a means for improving external validity. Reliance on graduate students with prior, relevant work experience is also presented as a method of approximating the background characteristics of the purchasing manager professional population to whom these experimental findings would generalize (Gordon et al 1986).…”

Section: Experimental Taskmentioning

confidence: 95%

Supply of data assurance in electronic exchanges and user evaluation of risk and performance outcomes

Nicolaou

2011

Electron Markets

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Modern technology allows businesses to efficiently transact in electronic markets. Lack of control over each transacting party raises issues of accountability and increases demand for assurance. While extant assurance services emphasize third-party certification as a primary assurance signal, they do not examine substitutes of such services which address the need for evaluation of assurance signals provided by the level of transparency in an entity's controls in a webbased data exchange. The present research develops the concept of data assurance to encompass evaluative beliefs communicated to users on a real-time basis. A simulated webbased data exchange was custom-developed for this study and used in an experimental setting. Two levels of data assurance were implemented which manipulated the level of transparency in an entity's controls in processing real-time transactions. The findings of the study suggest that data assurance operates as an uncertainty absorption mechanism minimizing negative effects of perceived risk in a data exchange. Future research should benefit from these results which provide implications for the design of assurance mechanisms that are substitute to third-party assurance services in a web-based exchange context.

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Laboratory Research on Bargainingl and Negotiations: An Evaluation

Cited by 26 publications

References 61 publications

Bargaining Effects of the Mandatory‐Permissive Distinction

Bargaining Effects of the Mandatory‐Permissive Distinction

Arbitrator Decision‐Making in the Transfer Market: an Empirical Analysis

Supply of data assurance in electronic exchanges and user evaluation of risk and performance outcomes

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