In this paper we report on a new methodology of observing subjects behavior in a laboratory situation: Videotaping groups of subjects who have to perform a common task provides information on decision processes that cannot be obtained by another method. We conducted a videotaped bargaining experiment in order to gain information on the emergence of break offs in negotiations. Field studies as well as experiments show that break offs are a nonnegligible phenomenon in bargaining. There is an extended literature on the question whether these findings can be explained within the game theoretic framework assuming individual rational players being guided only by economic or whether one has to assume also noneconomic motivating factors. Analyzing the transcripts reveals that potential break offs are discussed in all sessions and not only in those ending by a breakdown. Moreover, subjects are guided by economic and noneconomic motivations. In addition to the monetary aspect, concepts are to be considered which have been developed in psychology, i.e. negative reciprocity, and power. Based on these findings we present a motivational explanation of potential and actual break offs showing that emotions, especially anger, cause subjects to re-evaluate the outcome of the game. Excerpts of group discussions (translated into English) in a session ending by break off are to be found in the Appendix.
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Paper provided by University of Bonn, Germany in its series Discussion Paper Serie B with number
402.
Length: pages Date of creation: Feb 1997 Date of revision:
May 1997 Handle: RePEc:bon:bonsfb:402
Contact details of provider: Postal: Bonn Graduate School of Economics, University of Bonn, Adenauerallee 24 - 26, 53113 Bonn, Germany Fax: +49 228 73 9221 Web page: http://www.bgse.uni-bonn.de/index.php?id=517
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Find related papers by JEL classification: C7 - Mathematical and Quantitative Methods - - Game Theory and Bargaining Theory C72 - Mathematical and Quantitative Methods - - Game Theory and Bargaining Theory - - - Noncooperative Games C79 - Mathematical and Quantitative Methods - - Game Theory and Bargaining Theory - - - Other
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