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

  1. Palacio García, Luis Alejandro
Dirigée par:
  1. Teresa García-Muñoz Co-directrice
  2. Francisco Miguel Lagos García Co-directeur
  3. Juan Antonio Lacomba Arias Co-directeur

Université de défendre: Universidad de Granada

Fecha de defensa: 19 juillet 2011

Jury:
  1. Aurora García Gallego President
  2. Ángel Solano García Secrétaire
  3. Victoria Ateca Amestoy Rapporteur
  4. Erik O. Kimbrough Rapporteur
  5. Carlos Sanchez Gonzalez Rapporteur
Département:
  1. MÉTODOS CUANTITATIVOS PARA LA ECONOMÍA Y LA EMPRESA

Type: Thèses

Résumé

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.