IDEAS home Printed from https://ideas.repec.org/p/osf/lawarc/ah4rc_v1.html
   My bibliography  Save this paper

Never Say No: The Law, Economics, and Psychology of Counteroffers

Author

Listed:
  • Ayres, Ian

Abstract

It is such an honor to speak to you, especially since compared to the titans who have given the Schwartz Lecture in the past, I feel like an ADR manqué. I am going to proceed, nonetheless, and discuss the impact of counteroffers on negotiation. And I am going to try to convince you of four central claims: - Legal claim: The counteroffer is governed by what I will call the "blow-up rule," which is a rare kind of double-jointed default. - Informational claim: Offerees are the first people to know when there are gains of trade. - Channeling claim: The blow-up rule dampens the incentive of offerees to inefficiently counter. - Psychological claim: Rejection aversion and other behavioral "biases" tend to cause people to reject offers too often. These counteroffer claims join together two disparate obsessions that I have with legal default rules and information forcing. The last claim even gives me a chance to indulge my penchant for why-not experimentation, where I have tried to put into practice the never-say-no attitude.

Suggested Citation

Handle: RePEc:osf:lawarc:ah4rc_v1
DOI: 10.31219/osf.io/ah4rc_v1
as

Download full text from publisher

File URL: https://osf.io/download/67b4a503cc2f164801a54cc1/
Download Restriction: no
File URL: https://libkey.io/10.31219/osf.io/ah4rc_v1?utm_source=ideas
LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
---><---

More about this item

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:osf:lawarc:ah4rc_v1. 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.

We have no bibliographic references for this item. You can help adding them by using 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: OSF (email available below). General contact details of provider: https://lawarchive.info/ .

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.