عنوان

Bargaining in a video experiment :

(Number (ISBN

3642457754

(Number (ISBN

9783642457753

Number

b568232

Title Proper

Bargaining in a video experiment :

General Material Designation

[Book]

Other Title Information

determinants of boundedly rational behavior

First Statement of Responsibility

Heike Hennig-Schmidt.

Place of Publication, Distribution, etc.

Berlin ; New York

Name of Publisher, Distributor, etc.

Springer

Date of Publication, Distribution, etc.

©1999.

Specific Material Designation and Extent of Item

(xii, 221 pages) : illustrations

Series Title

Lecture notes in economics and mathematical systems, 467.

Text of Note

Introduction --; Description of the Experiment --; Data and Evaluation --; Determinents of Boundedly Rational Behavior --; Analysis of Payoffs and Proposals --; Equity and Prominence in Aspiration Levels and Proposals --; Break Offs --; Conclusive Remarks: How Do Business People Decide?

Text of Note

Bilateral bargaining situations are of great importance in reality. Traditional microeconomics, however, make cognitive and motivational assumptions of subjects` full rationality that are revealed as being unrealistic by a growing number of experimental investigations. The present book adds an important contribution to the understanding of principles of boundedly rational behavior by directly observing groups of subjects in a decision situation and videotaping their discussions. A very important result of the book is that the behavior of subjects is guided by aspirations regarding the final outcome. The levels of aspirations are influenced by prominence and different forms of the equity principle resulting in several fairness norms as to the allocation of the amount of money to be divided. Another important feature of the book stems from the analysis of break off discussions and enables a motivational explanation of the emergence of breakdowns in bargaining.

Decision making.

Negotiation.

Social interaction.

Class number

Book number

Heike Hennig-Schmidt.

Heike Hennig-Schmidt

Electronic name

[Book]

Y