Titel
Zeuthen–Hicks Bargaining in Electronic Negotiations
Autor*in
Rudolf Vetschera
Abstract
We apply the Zeuthen–Hicks bargaining model in an empirical study of electronic negotiations. Using a typology of bargaining steps based on that model, we study to what extent actual steps conform to the predictions of the model, and the effects of conformity with the model on bargaining outcomes. Results indicate that the model predicts bargaining steps only slightly better than chance, but that steps conforming to the model lead to outcomes that are closer to the efficient frontier, closer to the Nash bargaining solution, and provide higher utility to the party using such steps.
Stichwort
Zeuthen–Hicks bargainingBargaining stepsElectronic negotiations
Objekt-Typ
Sprache
Englisch [eng]
Persistent identifier
https://phaidra.univie.ac.at/o:937432
Erschienen in
Titel
Group Decision and Negotiation
Band
28
Ausgabe
2
Seitenanfang
255
Seitenende
274
Verlag
Springer Nature
Erscheinungsdatum
2018
Zugänglichkeit
Rechteangabe
© The Author(s) 2018

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