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Cooling off in negotiations: does it work? [Dataset]

Negotiations frequently end in conflict after one party rejects a final offer. In a large-scale Internet experiment, we investigate whether a 24-hour cooling-off period leads to fewer rejections in ultimatum bargaining. We conduct a standard cash treatment and a lottery treatment, where subjects rec...

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Bibliographic Details
Main Authors: Oechssler, Joerg (Author) , Roider, Andreas (Author) , Schmitz, Patrick W. (Author)
Format: Database Research Data
Language:English
Published: Heidelberg Universität 2018-11-02
DOI:10.11588/data/GPYRWB
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Forschungsdaten
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Online Access:Verlag, Volltext: http://dx.doi.org/10.11588/data/GPYRWB
Verlag, Volltext: https://heidata.uni-heidelberg.de/dataset.xhtml?persistentId=doi:10.11588/data/GPYRWB
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Author Notes:Jörg Oechssler, Andreas Roider, Patrick W. Schmitz
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Summary:Negotiations frequently end in conflict after one party rejects a final offer. In a large-scale Internet experiment, we investigate whether a 24-hour cooling-off period leads to fewer rejections in ultimatum bargaining. We conduct a standard cash treatment and a lottery treatment, where subjects receive lottery tickets for several large prizes. In the lottery treatment, unfair offers are less frequently rejected, and cooling off reduces the rejection rate further. In the cash treatment, rejections are more frequent and remain so after cooling off. We also study the effect of subjects' degree of “cognitive reflection” on their behavior.
Item Description:Deposit date 2018-10-30
Gesehen am 08.11.2018
Physical Description:Online Resource
DOI:10.11588/data/GPYRWB

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