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• W2124376415 abstract "Negotiations frequently end in conflict after one party rejects a final offer. In a large-scale internet experiment, we investigate whether a 24-hour coolingoff period leads to fewer rejections in ultimatum bargaining. We conduct a standard cash treatment and a lottery treatment, where subjects receive lottery tickets for several large prizes - emulating a high-stakes environment. In the lottery treatment, unfair offers are less frequently rejected, and cooling-off significantly reduces the rejection rate further. In the cash treatment, rejections are more frequent and remain so after cooling-off. This treatment difference is particularly pronounced for subjects with lower cognitive abilities." @default.
• W2124376415 created "2016-06-24" @default.
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• W2124376415 date "2008-04-16" @default.
• W2124376415 modified "2023-09-26" @default.
• W2124376415 title "Cooling-Off in Negotiations - Does It Work?" @default.
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• W2124376415 hasPublicationYear "2008" @default.
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