TY  - GEN
UR  - https://archiv.ub.uni-heidelberg.de/volltextserver/9464/
A1  - Oechssler, Jörg
A1  - Roider, Andreas
A1  - Schmitz, Patrick W.
N2  - 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 - emulating a high-stakes environment. In the lottery treatment, unfair offers are less frequently rejected, and cooling-off significantly reduces the rejection rate further. In the cash treatment, rejections are more frequent and remain so after cooling-off. This treatment difference is particularly pronounced for subjects with lower cognitive abilities.
TI  - Cooling-Off in Negotiations - Does It Work?
Y1  - 2008///
AV  - public
ID  - heidok9464
KW  - negotiations 
KW  -   ultimatum game 
KW  -   emotions 
KW  -   cooling-off 
KW  -   cognitive abilities 
KW  -  behavioral biases 
KW  -   internet experiment 
ER  -