Negotiators' cognition: An experimental study on bilateral, integrative negotiation

Many negotiations offer a potential for integrative agreements in which the parties can maximize joint gains (through logrolling) without competing for resources as in a 0-sum game; nevertheless negotiators often fail to exploit this potential and settle for suboptimal, distributive agreements. In this study a situation of two-issues bilateral negotiation has been considered. Our aim is to get some insight on the causes that prevent negotiators from reaching integrative, Pareto-optimal agreements. We ran two experiments (one with policy makers and one with students) in which we tested the "fixed pie bias" of negotiators, and we introduced a new explanation for suboptimality, based on the hypothesis of a satisficing (not optimizing) behavior of negotiators, which leads them to a "zone of agreement bias"(ZAB). --integrative negotiation,logrolling,cognitive bias,satisficing

Corporate governance, Islamic governance and earnings management in Oman: A new empirical insights from a behavioural theoretical framework

Purpose: This paper examines the impact of corporate (CG) and Islamic (IG) governance mechanisms on corporate earnings management (EM) behaviour in Oman. Design/Methodology/Approach: We employ one of the largest and extensive datasets to-date on CG, IG and EM in any developing country, consisting of a sample of 116 unique Omani listed corporations from 2001 to 2011 (i.e.,1,152 firm-year observations) and a broad CG index containing 72 CG provisions. We also employ a number of robust econometric models that sufficiently account for alternative CG/EM proxies and potential endogeneities. Findings: First, we find that, on average, better-governed corporations tend to engage significantly less in EM than their poorly-governed counterparts. Second, our evidence suggests that corporations that depict greater commitment towards incorporating Islamic religious beliefs and values into their operations through the establishment of an IG committee tend to engage significantly less in EM than their counterparts without such a committee. Finally and by contrast, we do not find any evidence that board size, audit firm size, the presence of a CG committee and board gender diversity have any significant relationship with the extent of EM. Originality: To the best of our knowledge, this is a first empirical attempt at examining the extent to which CG and IG structures may drive EM practices that explicitly seeks to draw new insights from a behavioural theoretical framework (i.e., behavioural theory of corporate boards and governance). Keywords: Corporate governance, Islamic governance, earnings management, behavioural theory, endogeneity, Oman. Paper type: Research pape

Bargaining and Negotiations What should experimentalists explore more thoroughly?

A long time ago most economists would have limited themselves to stating that agreements should be individually rational and efficient and that selecting a specific agreement from that set depends on bargaining and negotiation power whatever that may be. Nowadays hardly any economist will argue that way. The change has been brought about by the strategic approach to bargaining and cooperation and the parallel experimental studies of bargaining and negotiation. When arguing what should be explored more thoroughly, we will point out directions where previous efforts may have been misdirected, where importing new methods may be helpful or even needed, and where new research questions need to be asked and answered.(un)bounded rationality, (non-)cooperative game theory, bargaining and negotiation (theory and experiments)

Negotiating Relationally: The Dynamics of the Relational Self In Negotiations

Although negotiation research is thriving, it has been criticized as having an arelational bias—emphasizing autonomy, competition, and rationality over interdependence, cooperation, and relationality. In this article, we advance a new model of relationality in negotiation. Drawing on research in social psychology, we describe the construct of relational self-construals (RSC) and present a temporal model of RSC and negotiation. After delineating the conditions through which RSC becomes accessible in negotiation and conditions that inhibit its use, we discuss how RSC affects negotiators\u27 pre-negotiation psychological states, early and later tactics, and negotiation outcomes. We illustrate a number of distinct relational dynamics that can occur based on the dyadic composition of RSC, each of which brings distinct benefits and costs to the negotiation table. Implications for the science and practice of negotiation are discussed

Coalition formation in multilateral negotiations with a potential for logrolling: An experimental analysis of negotiators' cognition processes

In the present study we analyse the topic of coalition formation in multi-issue multilateral negotiations under different voting rules when there is the opportunity of logrolling. We have carried out 3 experiments and compare our findings with the standard public choice theory predictions. In the first experiment we have shown that in a situation of 3-issues and 3-parties negotiations with majority rule, most of the subjects behave in a satisficing, not in a optimizing, way. They are found to be subject to a "Zone of Agreement Bias" (ZAB) which induces them to form suboptimal coalitions and to choose Pareto-dominated agreements. Moreover, we find that the cycling problem predicted by public choice theory in most cases does not arise. In experiment 2 we have shown that the adoption of the unanimity, instead of the majority, rule reduced the suboptimizing effect of the ZAB, and produced a much higher rate of optimal agreements. Experiment 3 shows that the results obtained in experiments 1 and 2 hold even when the level of complexity of the negotiation problem increases. To this aim we considered a situation of four-issues and four-parties negotiations under both the majority and the unanimity rule. --

Nominalist Heuristics and Economic Theory

This paper introduces a new theoretic entity, a nominalist heuristic, defined as a focus on prominent numbers, indices or ratios. Abstractions used in the evaluation stage of decision making typically involve nominalist heuristics that are incompatible with expected utility theory which excludes the evaluation stage, and are also incompatible with prospect theory which assumes that, while the evaluation procedure can involve systematic mistakes, the overall decision situation is nevertheless sufficiently simple: 1) for economists and psychologists to identify what is a mistake, and 2) to be compatible with maximisation. But in the typical complex situation giving rise to nominalist heuristics neither 1) nor 2) hold, and therefore what is required is a fundamentally different class of models that allow for the progressive anticipated changes in knowledge ahead faced under risk and uncertainty, namely models under the umbrella of SKAT, the Stages of Knowledge Ahead Theory. A sequel paper. Pope et al 2009b, shows field and laboratory evidence of heuristics in the form of prominent numbers entering exchange rate determination.nominalism, money illusion, heuristic, unpredictability, experiment, SKAT the Stages of Knowledge Ahead Theory, prominent numbers, prominent indices, prominent ratios, equality, historical benchmarks, complexity, decision costs, evaluation

The relationship between German banks and large German firms

German banks are often criticized, or praised, depending on a person's viewpoint, for owning German industry and for playing an active part in corporate control. The author argues that this misrepresents German banking. First, the number of German firms a bank can own or control, although significant, is limited. Second, although most of the largest 100 firms have a bank member on their supervisory board, this does not imply effective bank control. Third, the role of the banker in the supervisory board has to be viewed in the light of the rigorous standards of corporate governance imposed on German public firms. fourth, bank ownership of industry is not pervasive, but is in fact limited to a few special cases. Fifth and last, proxy voting is more important than stock ownership as a potential means of control. The author argues that the German system of corporate governance represents an efficient attempt to minimize socially wasteful behavior. The negotiated consensus achieved in the board room provides better incentives to management to maximize firm value and social welfare than the factionalized U.S. system.Banks&Banking Reform,Financial Intermediation,Financial Crisis Management&Restructuring,Municipal Financial Management,Microfinance