Individuals, groups, and societies all experience conflict, and attempt to resolve it in numerous ways. This Handbook brings together scholars from multiple disciplines to offer perspectives on the current state and future challenges in negotiation and conflict resolution. It will serve as an aid to scholars in identifying new research topics, provide a guide to current debates, and identify complementarities between approaches taken by different disciplines and the insights which those approaches generate. Leading researchers of economics, psychology, organizational behavior, policy, and other fields have contributed chapters. The volume is organized to purposefully juxtapose contributions from different fields to enable cross-fertilization between the disciplines and to generate new and creative approaches to studying the topic. These chapters provide a lens into current scholarship, and a window into the future of the field of economic conflict resolution. The confluence of research perspectives represented will identify further synergies and advances in our understanding of this topic.
1 Introduction Rachel Croson and Gary Bolton 2 Communication in Bargaining Experiments Gary Charness 3 Communication Media: for Negotiation Process and Outcome Zoe I. Barsness 4 Intermediation and Diffusion of Responsibility in Negotiation: A Case of Bounded Ethicality Neeru Paharia, Lucas C. Coffman and Max H. Bazerman 5 Deception in Negotiations: The Role of Emotions Francesca Gino and Catherine Shea 6 Communicating Frames in Negotiations Kathleen L. McGinn and Markus Nöth 7 Models of Coalition Formation in Multilateral Negotiations Siddhartha Bandyopadhyay and Kalyan Chatterjee 8 Gaming with Fairness: Some Conjectures on Behavior in Alternating Offer Bargaining Experiments Rami Zwick and Vincent Mak 9 Wages, Inequity and Questions about Incentive Schemes Peter Werner 10 Social Comparison in Negotiation Jan Crusius and Thomas Mussweiler 11 The Utility of Relationships in Negotiation Ashley D. Brown and Jared R. Curhan 12 Connectivity and Cooperation Nancy R. Buchan, Enrique Fatas and Gianluca Grimalda 13 Trust, Distrust and Bargaining Iris Bohnet and Stephan Meier 14 Evolution and Breakdown of Trust in Continuous Time Amnon Rapoport and Ryan O. Murphy 15 Contracting Brit Grosskopf 16 Negotiating Reputations Axel Ockenfels and Paul Resnick 17 Bargaining and Negotiations: What should experimentalists explore more thoroughly? Werner Güth 18 Biased Beliefs in Negotiation George Wu, Richard Larrick, and Raegan Tennant 19 Bluffing, Agonism, and the Role of Overconfidence in Negotiation Samuel A. Swift and Don Moore 20 Risk in Negotiation: Judgments of Likelihood and Value Richard P. Larrick and George Wu 21 Heterogeneity in Ultimatum Bargaining: The Role of Information, Individual Characteristics, and Emotions Angela C. M. de Oliveira and Catherine C. Eckel 22 A Model of When to Negotiate: Why Women Don't Ask Linda Babcock, Julia Bear, and Hannah Riley Bowles 23 Explaining and Predicting Cultural Differences in Negotiation Michele J. Gelfand, Laura Severance, C. Ashley Fulmer and May Al Dabbagh 24 Bargaining Games with Joint Production Emin Karagözo?lu 25 Upstream and Downstream Negotiation Research Leigh Thompson, Brian Lucas, and Erika Richardson
Gary E. Bolton is Schwartz Professor of Business at the Smeal College of Business, Penn State and is Director of the Smeal College Laboratory for Economic Management and Auctions. Dr. Bolton studies economic and business decision-making and strategic games, with special interest in bargaining, cooperation, reputation building, social utility, and strategic learning. Rachel T. A. Croson is Professor and Director of The Negotiations Center, School of Economic, Political and Policy Sciences and School of Management, University of Texas at Dallas. She received her Ph.D. from Harvard University. Her research focuses on the intersection between economics and psychology, with a special focus on bargaining behavior.
