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On the strategic use of focal points in bargaining situations

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  • Janssen, Maarten C.W.

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  • Janssen, Maarten C.W., 2006. "On the strategic use of focal points in bargaining situations," Journal of Economic Psychology, Elsevier, vol. 27(5), pages 622-634, October.
    • Handle: RePEc:eee:joepsy:v:27:y:2006:i:5:p:622-634
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    1. Hoffman Elizabeth & McCabe Kevin & Shachat Keith & Smith Vernon, 1994. "Preferences, Property Rights, and Anonymity in Bargaining Games," Games and Economic Behavior, Elsevier, vol. 7(3), pages 346-380, November.
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    4. Blume, Andreas, 2000. "Coordination and Learning with a Partial Language," Journal of Economic Theory, Elsevier, vol. 95(1), pages 1-36, November.
    5. Casajus, Andre, 2000. "Focal Points in Framed Strategic Forms," Games and Economic Behavior, Elsevier, vol. 32(2), pages 263-291, August.
    6. Sugden, Robert, 1991. "Rational Choice: A Survey of Contributions from Economics and Philosophy," Economic Journal, Royal Economic Society, vol. 101(407), pages 751-785, July.
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    8. Crawford, Vincent P & Haller, Hans, 1990. "Learning How to Cooperate: Optimal Play in Repeated Coordination Games," Econometrica, Econometric Society, vol. 58(3), pages 571-595, May.
    9. Kerstin Pull, 2003. "Ultimatum Games and Wages: Evidence of an “Implicit Bargain”?," Schmalenbach Business Review (sbr), LMU Munich School of Management, vol. 55(2), pages 161-171, April.
    10. Binmore, Ken & Swierzbinski, Joe & Hsu, Steven & Proulx, Chris, 1993. "Focal Points and Bargaining," International Journal of Game Theory, Springer;Game Theory Society, vol. 22(4), pages 381-409.
    11. Blume, Andreas & Gneezy, Uri, 2000. "An Experimental Investigation of Optimal Learning in Coordination Games," Journal of Economic Theory, Elsevier, vol. 90(1), pages 161-172, January.
    12. Guth, Werner & Schmittberger, Rolf & Schwarze, Bernd, 1982. "An experimental analysis of ultimatum bargaining," Journal of Economic Behavior & Organization, Elsevier, vol. 3(4), pages 367-388, December.
    13. Andrew Colman & Michael Bacharach, 1997. "Payoff Dominance And The Stackelberg Heuristic," Theory and Decision, Springer, vol. 43(1), pages 1-19, July.
    14. Bacharach, Michael & Bernasconi, Michele, 1997. "The Variable Frame Theory of Focal Points: An Experimental Study," Games and Economic Behavior, Elsevier, vol. 19(1), pages 1-45, April.
    15. W. Guth & R. Schmittberger & B. Schwartz, 2010. "An experimental analysis of ultimatum bargaining," Levine's Working Paper Archive 291, David K. Levine.
    16. Sugden, Robert, 1995. "A Theory of Focal Points," Economic Journal, Royal Economic Society, vol. 105(430), pages 533-550, May.
    17. Armin Falk & Ernst Fehr & Urs Fischbacher, 2003. "On the Nature of Fair Behavior," Economic Inquiry, Western Economic Association International, vol. 41(1), pages 20-26, January.
    18. Maarten Janssen, 2001. "Rationalizing Focal Points," Theory and Decision, Springer, vol. 50(2), pages 119-148, March.
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    Citations

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    Cited by:

    1. Alessandra Smerilli, 2012. "We-thinking and vacillation between frames: filling a gap in Bacharach’s theory," Theory and Decision, Springer, vol. 73(4), pages 539-560, October.
    2. Marina Agranov & Christopher Cotton & Chloe Tergiman, 2016. "Persistence Of Power: Repeated Multilateral Bargaining," Working Paper 1374, Economics Department, Queen's University.
    3. Colman, Andrew M. & Pulford, Briony D. & Bolger, Fergus, 2007. "Asymmetric dominance and phantom decoy effects in games," Organizational Behavior and Human Decision Processes, Elsevier, vol. 104(2), pages 193-206, November.
    4. Pope, Devin G. & Pope, Jaren C. & Sydnor, Justin R., 2015. "Focal points and bargaining in housing markets," Games and Economic Behavior, Elsevier, vol. 93(C), pages 89-107.
    5. Luhan, Wolfgang J. & Poulsen, Anders U. & Roos, Michael W.M., 2017. "Real-time tacit bargaining, payoff focality, and coordination complexity: Experimental evidence," Games and Economic Behavior, Elsevier, vol. 102(C), pages 687-699.
    6. Jacek Miękisz & Michał Ramsza, 2013. "Sampling Dynamics of a Symmetric Ultimatum Game," Dynamic Games and Applications, Springer, vol. 3(3), pages 374-386, September.
    7. Agranov, Marina & Cotton, Christopher & Tergiman, Chloe, 2020. "Persistence of power: Repeated multilateral bargaining with endogenous agenda setting authority," Journal of Public Economics, Elsevier, vol. 184(C).
    8. Schmidt, Robert J., 2019. "Point beauty contest: measuring the distribution of focal points on the individual level," Working Papers 0667, University of Heidelberg, Department of Economics.
    9. Federica Alberti & Edward J. Cartwright, 2016. "Full agreement and the provision of threshold public goods," Public Choice, Springer, vol. 166(1), pages 205-233, January.
    10. Lauren Larrouy & Guilhem Lecouteux, 2018. "Choosing in a Large World: The Role of Focal Points as a Mindshaping Device," Working Papers halshs-01923244, HAL.
    11. Isoni, Andrea & Poulsen, Anders & Sugden, Robert & Tsutsui, Kei, 2013. "Focal points in tacit bargaining problems: Experimental evidence," European Economic Review, Elsevier, vol. 59(C), pages 167-188.
    12. Alessandro Del Ponte & Aidas Masiliūnas & Noah Lim, 2023. "Information about historical emissions drives the division of climate change mitigation costs," Nature Communications, Nature, vol. 14(1), pages 1-8, December.
    13. Colin F. Camerer & Gideon Nave & Alec Smith, 2019. "Dynamic Unstructured Bargaining with Private Information: Theory, Experiment, and Outcome Prediction via Machine Learning," Management Science, INFORMS, vol. 65(4), pages 1867-1890, April.
    14. Aina, Chiara & Battigalli, Pierpaolo & Gamba, Astrid, 2020. "Frustration and anger in the Ultimatum Game: An experiment," Games and Economic Behavior, Elsevier, vol. 122(C), pages 150-167.
    15. Parco, James E. & Murphy, Ryan O., 2013. "Resistance to truthful revelation in bargaining: Persistent bid shading and the play of dominated strategies," Journal of Economic Psychology, Elsevier, vol. 39(C), pages 154-170.
    16. Waichman, Israel & Requate, Till & Korzhenevych, Artem, 2013. "Equal split in the informal market for group train travel," Economics Letters, Elsevier, vol. 118(2), pages 327-329.
    17. Nejat Anbarci & Nick Feltovich, 2013. "How responsive are people to changes in their bargaining position? Earned bargaining power and the 50–50 norm," EcoMod2013 5855, EcoMod.
    18. Bett, Zoë & Poulsen, Anders & Poulsen, Odile, 2016. "The focality of dominated compromises in tacit coordination situations: Experimental evidence," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 60(C), pages 29-34.
    19. Schmidt, Robert J., 2019. "Identifying the Ranking of Focal Points in Coordination Games on the Individual Level," Working Papers 0660, University of Heidelberg, Department of Economics.
    20. repec:awi:wpaper:660 is not listed on IDEAS
    21. Schmidt, Robert J., 2019. "Capitalizing on the (false) consensus effect: Two tractable methods to elicit private information," Working Papers 0669, University of Heidelberg, Department of Economics.
    22. Eve-Angéline Lambert & Jean-Christian Tisserand, 2016. "Does the obligation to bargain make you fit the mould? An experimental analysis," Working Papers of BETA 2016-37, Bureau d'Economie Théorique et Appliquée, UDS, Strasbourg.
    23. Anbarci, Nejat & Feltovich, Nick, 2018. "How fully do people exploit their bargaining position? The effects of bargaining institution and the 50–50 norm," Journal of Economic Behavior & Organization, Elsevier, vol. 145(C), pages 320-334.
    24. Zoe Bett & Anders Poulsen & Odile Poulsen, 2013. "How Salient is an Equal but Inefficient Outcome in a Coordination Situation? Some Experimental Evidence," Working Paper series, University of East Anglia, Centre for Behavioural and Experimental Social Science (CBESS) 13-02-R, School of Economics, University of East Anglia, Norwich, UK..
    25. repec:uea:wcbess:13-02 is not listed on IDEAS

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