IDEAS home Printed from https://ideas.repec.org/p/hal/wpaper/hal-03989514.html
   My bibliography  Save this paper

Experimental evidence on the value of time and structure in market negotiations

Author

Listed:
  • Karine Lamiraud

    (ESSEC Business School)

  • Julien Patris

    (Alnylam Pharmaceuticals)

  • Radu Vranceanu

    (ESSEC Business School)

Abstract

This paper reports the results from a multi-attribute market negotiation experiment to study how the structure of the negotiation process influences its efficiency. We found that, conditional on the success of the negotiation, the total value created increased with the time spent negotiating; by working one more minute, negotiators created on average 37 additional value units (1% of the maximal value). However, most of the gains were obtained in the early moments of the negotiation. Using a between-subject design, we analyzed the consequences of (1) guiding negotiations towards early wins, and (2) inviting negotiators to share information about their priority goals. In both treatments, the total value created exceeded the control value by approximately 9% of the maximal value. However, it was essentially the buyer who captured the additional value. Negotiator gender had an impact on the negotiation outcome, with women underperforming compared to men.

Suggested Citation

  • Karine Lamiraud & Julien Patris & Radu Vranceanu, 2023. "Experimental evidence on the value of time and structure in market negotiations," Working Papers hal-03989514, HAL.
    • Handle: RePEc:hal:wpaper:hal-03989514
    Note: View the original document on HAL open archive server: https://essec.hal.science/hal-03989514v2
    as

    Download full text from publisher

    File URL: https://essec.hal.science/hal-03989514v2/document
    Download Restriction: no
    ---><---

    References listed on IDEAS

    as
    1. Rubinstein, Ariel, 1982. "Perfect Equilibrium in a Bargaining Model," Econometrica, Econometric Society, vol. 50(1), pages 97-109, January.
    2. Brandts Jordi & Macleod W. Bentley, 1995. "Equilibrium Selection in Experimental Games with Recommended Play," Games and Economic Behavior, Elsevier, vol. 11(1), pages 36-63, October.
    3. Christine L. Exley & Muriel Niederle & Lise Vesterlund, 2020. "Knowing When to Ask: The Cost of Leaning In," Journal of Political Economy, University of Chicago Press, vol. 128(3), pages 816-854.
    4. Thomas Dohmen & Armin Falk & David Huffman & Uwe Sunde & Jürgen Schupp & Gert G. Wagner, 2011. "Individual Risk Attitudes: Measurement, Determinants, And Behavioral Consequences," Journal of the European Economic Association, European Economic Association, vol. 9(3), pages 522-550, June.
    5. Azmat, Ghazala & Petrongolo, Barbara, 2014. "Gender and the labor market: What have we learned from field and lab experiments?," Labour Economics, Elsevier, vol. 30(C), pages 32-40.
    6. Lamiraud, Karine & Vranceanu, Radu, 2018. "Group gender composition and economic decision-making: Evidence from the Kallystée business game," Journal of Economic Behavior & Organization, Elsevier, vol. 145(C), pages 294-305.
    7. Azmat, Ghazala & Petrongolo, Barbara, 2014. "Gender and the labor market: What have we learned from field and lab experiments?," Labour Economics, Elsevier, vol. 30(C), pages 32-40.
    8. Thompson, Leigh & Hastie, Reid, 1990. "Social perception in negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 47(1), pages 98-123, October.
    9. Ananish Chaudhuri & Tirnud Paichayontvijit, 2010. "Recommended play and performance bonuses in the minimum effort coordination game," Experimental Economics, Springer;Economic Science Association, vol. 13(3), pages 346-363, September.
    10. Fershtman, Chaim, 1990. "The importance of the agenda in bargaining," Games and Economic Behavior, Elsevier, vol. 2(3), pages 224-238, September.
    11. Maria Recalde & Lise Vesterlund, 2020. "Gender Differences in Negotiation and Policy for Improvement," NBER Working Papers 28183, National Bureau of Economic Research, Inc.
    12. Latifa Ghalayini & Dana Deeb, 2021. "Building an Automated win-win Negotiation Process Model," Information Management and Business Review, AMH International, vol. 13(1), pages 33-46.
    13. Croson, Rachel & Marks, Melanie, 2001. "The Effect of Recommended Contributions in the Voluntary Provision of Public Goods," Economic Inquiry, Western Economic Association International, vol. 39(2), pages 238-249, April.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Lamiraud, Karine & Patris, Julien & Vranceanu, Radu, 2024. "Can attentional nudges improve efficiency of bilateral multi-attribute negotiations?," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 110(C).
    2. Josep Amer-Mestre and Agnès Charpin, 2022. "Gender Differences in Early Occupational Choices: Evidence from Medical Specialty Selection," Economics Working Papers EUI ECO 2022/01, European University Institute.
    3. Iriberri, Nagore & Hernandez-Arenaz, Iñigo, 2022. "Gender Differences in Alternating-Offer Bargaining: An Experimental Study," CEPR Discussion Papers 12561, C.E.P.R. Discussion Papers.
    4. Hernandez-Arenaz, Iñigo & Iriberri, Nagore, 2018. "Women ask for less (only from men): Evidence from bargaining in the field," Journal of Economic Behavior & Organization, Elsevier, vol. 152(C), pages 192-214.
    5. Auriol, Emmanuelle & Delissaint, Diego & Fourati, Maleke & Miquel-Florensa, Josepa & Seabright, Paul, 2021. "Betting on the lord: Lotteries and religiosity in Haiti," World Development, Elsevier, vol. 144(C).
    6. Andreoni, James & Di Girolamo, Amalia & List, John A. & Mackevicius, Claire & Samek, Anya, 2020. "Risk preferences of children and adolescents in relation to gender, cognitive skills, soft skills, and executive functions," Journal of Economic Behavior & Organization, Elsevier, vol. 179(C), pages 729-742.
    7. De Paola, Maria & Lombardo, Rosetta & Pupo, Valeria & Scoppa, Vincenzo, 2021. "Do Women Shy Away from Public Speaking? A Field Experiment," Labour Economics, Elsevier, vol. 70(C).
    8. Anne‐Sophie Bruno & Nathalie Greenan & Jeremy Tanguy, 2021. "Does the Gender Mix Influence Collective Bargaining on Gender Equality? Evidence from France," Industrial Relations: A Journal of Economy and Society, Wiley Blackwell, vol. 60(4), pages 479-520, October.
    9. Tisserand, Jean-Christian & Hopfensitz, Astrid & Blondel, Serge & Loheac, Youenn & Mantilla, César & Mateu, Guillermo & Rosaz, Julie & Rozan, Anne & Willinger, Marc & Sutan, Angela, 2022. "Management of common pool resources in a nation-wide experiment," Ecological Economics, Elsevier, vol. 201(C).
    10. Steffen Andersen & Julie Marx & Kasper Meisner Nielsen & Lise Vesterlund, 2021. "Gender Differences in Negotiation: Evidence from Real Estate Transactions," The Economic Journal, Royal Economic Society, vol. 131(638), pages 2304-2332.
    11. Kiessling, Lukas & Pinger, Pia & Seegers, Philipp & Bergerhoff, Jan, 2024. "Gender differences in wage expectations and negotiation," Labour Economics, Elsevier, vol. 87(C).
    12. Hoyer, Britta & van Huizen, Thomas & Keijzer, Linda & Rezaei, Sarah & Rosenkranz, Stephanie & Westbrock, Bastian, 2020. "Gender, competitiveness, and task difficulty: Evidence from the field," Labour Economics, Elsevier, vol. 64(C).
    13. Sato, Yoshihiro & Ando, Michihito, 2017. "Does Assigning More Women to Managerial Positions Enhance Firm Productivity? Evidence from Sweden," EIJS Working Paper Series 242, Stockholm School of Economics, The European Institute of Japanese Studies.
    14. Shelly Lundberg, 2023. "Gender Economics: Dead-Ends and New Opportunities," Research in Labor Economics, in: 50th Celebratory Volume, volume 50, pages 151-189, Emerald Group Publishing Limited.
    15. Eva Ranehill & Roberto A. Weber, 2022. "Gender preference gaps and voting for redistribution," Experimental Economics, Springer;Economic Science Association, vol. 25(3), pages 845-875, June.
    16. Drupp, Moritz A. & Khadjavi, Menusch & Riekhof, Marie-Catherine & Voss, Rudi, 2020. "Professional identity and the gender gap in risk-taking. Evidence from field experiments with scientists," Journal of Economic Behavior & Organization, Elsevier, vol. 170(C), pages 418-432.
    17. Edin, Per-Anders & Selin, Håkan, 2022. "Financial Risk-Taking and the Gender Wage Gap," Labour Economics, Elsevier, vol. 75(C).
    18. Donna, Javier D. & Veramendi, Gregory F., 2018. "Gender Differences within the Firm: Evidence from Two Million Travelers," MPRA Paper 92834, University Library of Munich, Germany.
    19. Simon Dato & Petra Nieken, 2020. "Gender differences in sabotage: the role of uncertainty and beliefs," Experimental Economics, Springer;Economic Science Association, vol. 23(2), pages 353-391, June.
    20. Paul M. Gorny & Petra Nieken & Karoline Ströhlein, 2023. "He, She, They? The Impact of Gendered Language on Economic Behavior," CESifo Working Paper Series 10458, CESifo.

    More about this item

    Keywords

    Structured negotiation; Communication; Information sharing; Trust;
    All these keywords.

    NEP fields

    This paper has been announced in the following NEP Reports:

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:hal:wpaper:hal-03989514. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: CCSD (email available below). General contact details of provider: https://hal.archives-ouvertes.fr/ .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.