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Resistance to truthful revelation in bargaining : persistent bid shading and the play of dominated strategies

by Murphy, Ryan O., Parco, James E.

Abstract

We report results from a simultaneous bilateral bargaining experiment with attention to the effects of a settlement bonus on strategic decision-making behavior. In instances with a sufficiently large settlement bonus, truthful revelation emerges as the dominant strategy. However previous work (Parco and Rapoport, 2004) has experimentally tested this ―Bonus Effect‖ and found that although the presence of a settlement bonus improves efficiency, behavior falls drastically short of the normative predictions. This finding illustrates the persistent tendency of decision makers to bid strategically, i.e. shading their bids, even when truthful revelation is a strictly dominant strategy. Herein we investigate the influence of the framing of information and look for ways to nudge decision makers toward making better choices in these strategic environments. Additional results from an adaptive reinforcement-based learning model are discussed as they relate to a potential innate bias for strategic misrepresentation even when contrary to self-interest and collective-interest.

Note

Acquired from Department of Economics and Business. Saved as PDF/a.

Administrative Notes

Acquired from Department of Economics and Business. Saved as PDF/a.

Copyright
Copyright restrictions apply. Contact the author for permission to publish.
Publisher
None
PID
coccc:8155
Digital Origin
born digital
Extent
55 pages : illustrations (some color)