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- W3124299702 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 cooling-off period leads to fewer rejections in ultimatum bargaining. We conduct a standard cash treatment and a lottery treatment, where subjects received 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.
- W3124299702 created "2021-02-01" @default.
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- W3124299702 date "2008-04-01" @default.
- W3124299702 modified "2023-10-01" @default.
- W3124299702 title "Cooling-Off in Negotiations - Does it Work?" @default.
- W3124299702 hasPublicationYear "2008" @default.
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