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  • 2009
  • Working Paper
  • HBS Working Paper Series

Walking the Talk in Multiparty Bargaining: An Experimental Investigation

By: Kathleen L. McGinn, Katherine L Milkman and Markus Noth
  • Format:Print
  • | Language:English
  • | Pages:28
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Abstract

We study the framing effects of communication in multiparty bargaining. Communication has been shown to be more truthful and revealing than predicted in equilibrium. Because talk is preference-revealing, it may effectively frame bargaining around a logic of fairness or competition, moving parties on a path toward or away from equal-division agreements. These endogenous framing effects may outweigh any overall social utility effects due to the mere presence of communication. In two experiments, we find that non-binding talk of fairness within a three-party, complete-information game leads toward off-equilibrium, equal division payoffs, while non-binding talk focusing on competitive reasoning moves parties away from equal divisions. Our two studies allow us to demonstrate that spontaneous within-game dialogue and manipulated pre-game talk lead to the same results.

Keywords

Equality and Inequality; Competition; Negotiation Process; Negotiation Types; Fairness; Interpersonal Communication; Game Theory; Cooperation

Citation

McGinn, Kathleen L., Katherine L Milkman, and Markus Noth. "Walking the Talk in Multiparty Bargaining: An Experimental Investigation." Harvard Business School Working Paper, No. 10-039, November 2009.
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About The Author

Kathleen L. McGinn

Negotiation, Organizations & Markets
→More Publications

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