Previous research on the communication of emotions has suggested that bargainers obtain higher outcomes if they communicate anger than if they communicate happiness because anger signals higher limits, which in turn leads opponents to give in. Building on a social functional account of communicated emotions, the authors demonstrate that the behavioral consequences of communicated anger strongly...

Crowdsourcing has emerged as new form of digital work organization. This novel socio-technical arrangement changes the organization of work as well as its general nature. In this paper, we focus on the crowdworkers – a perspective that has been largely neglected by crowdsourcing research. We report results from crowdworker-interviews on two different platforms. Our research shows that quality s...

This paper studies the bargaining between one central player and N peripheral players. In each period the central player chooses which peripheral player to bargain with, hence the bargaining protocol is endogenously determined. The peripheral players are heterogeneous in terms of their bargaining power. We characterize the set of equilibrium outcomes with two different types of contracts, namel...

a r t i c l e i n f o It is shown that when wages are determined through collective bargaining, there is a non-monotonic relationship between the cost of offshoring and unemployment. Starting from a high cost of offshoring, a decrease in the cost of offshoring reduces unemployment first and then increases it. The non-monotonicity of unemployment in the cost of offshoring does not obtain if wage...

In experimental tests of human behavior in unstructured bargaining games, typically many joint utility outcomes are found to occur, not just one. This suggests we predict the outcome of such a game as a probability distribution. This is in contrast to what is conventionally done (e.g, in the Nash bargaining solution), which is predict a single outcome. We show how to translate Nash’s bargaining...

Reframing is a sub-type of interest-based negotiation strategy that enhances bargaining by allowing the negotiators to ask for the underlying goal of the negotiation and propose alternative plan(s) which may entail a deal on alternative issues. This paper (i) presents a negotiation protocol that support both alternate offers monotonic bargaining and reframing and (ii) gives a fully computationa...

In this paper we combine the efficiency wage and union-firm bargaining approaches to wage determination to produce a unified model that encapsulates both. We find that combining efficiency wages and union-firm bargaining leads to higher wages, confirming an original insight of Summers. We also find that increases in bargaining power and monopoly power on the goods market have a stronger impact ...

This volume examines collective bargaining in eight major industries: airlines, automobile manufacturing, health care, hotels and casinos, newspaper publishing, professional sports, telecommunications, and trucking. The book examines how these industries have responded to globalization, increasing management antipathy toward unions and the declining effectiveness of strikes. The authors trace t...

This paper studies compact and comprehensive bargaining problems for n players and axiomatically characterize the extensions of the three classical bargaining solutions to nonconvex bargaining problems: the Nash solution, the egalitarian solution and the Kalai-Smorodinsky solution. Our characterizing axioms are various extensions of Nash’s original axioms. ∗ We are grateful to the referee and t...

We examine behavioral gender differences and gender pairing effects in a laboratory experiment with face-to-face alternating-offers wage bargaining. Our results suggest that male players are able to obtain better bargaining outcomes than female players. Male employees get higher wages than female employees. Male employers pay lower wages to female employees than female employers pay to male emp...