Análisis de las decisiones individuales en contextos de negociación. Aportes teórico y experimental

  1. Palacio García, Luis Alejandro
Dirigida por:
  1. Teresa García-Muñoz Codirectora
  2. Francisco Miguel Lagos García Codirector
  3. Juan Antonio Lacomba Arias Codirector

Universidad de defensa: Universidad de Granada

Fecha de defensa: 19 de julio de 2011

Tribunal:
  1. Aurora García Gallego Presidente/a
  2. Ángel Solano García Secretario
  3. Victoria Ateca Amestoy Vocal
  4. Erik O. Kimbrough Vocal
  5. Carlos Sanchez Gonzalez Vocal
Departamento:
  1. MÉTODOS CUANTITATIVOS PARA LA ECONOMÍA Y LA EMPRESA

Tipo: Tesis

Resumen

This thesis studies experimentally the conditions that improve bargaining power using threats in a negotiation process. The analysis is focused on three essential elements of commitment theory: the possibility of a player to announce his own actions, the credibility of these messages, and the experience acquired in the negotiation process. For this aim, we choose the hawk-dove game with perfect information because it is a stylized negotiation environment with an unequal distribution of wealth in equilibrium. The experimental data shows that, in the first period, subjects are not aware of the bargaining power of commitment. When the game is repeated and experience increases, subjects quickly understand the advantages of threatening, turning the payoffs into their favor. The credibility of messages is also relevant, given that in some cases subjects lie strategically, reducing their own bargaining power.