Focal points in bilateral bargaining situations: some experimental findings

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Poulsen, Anders (2025) Focal points in bilateral bargaining situations: some experimental findings. In: Elgar Encyclopedia of Behavioural and Experimental Economics. Edward Elgar Publishing, pp. 213-217. ISBN 9781802207729

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Abstract

Bargaining is ubiquitous in economic and social life. We survey experiments on bilateral bargaining that investigate what outcomes bargainers find credible and attractive—known as focal points—and hence relatively likely to be agreed on. We consider three sources of focality: equality, attractive trade-offs between equality and total earnings, and reference points.

Item Type:	Book Section
Uncontrolled Keywords:	bargaining,equality,focal point,reference point,total earnings,economics, econometrics and finance(all),business, management and accounting(all) ,/dk/atira/pure/subjectarea/asjc/2000
Faculty \ School:	Faculty of Social Sciences > School of Economics
UEA Research Groups:	Faculty of Social Sciences > Research Groups > Environment, Resources and Conflict Faculty of Social Sciences > Research Groups > Behavioural Economics Faculty of Social Sciences > Research Centres > Centre for Behavioural and Experimental Social Sciences
Related URLs:	http://www.scopus.com/inward/record.url?...
Depositing User:	LivePure Connector
Date Deposited:	18 Mar 2025 14:30
Last Modified:	03 Jul 2025 08:30
URI:	https://ueaeprints.uea.ac.uk/id/eprint/98786
DOI:	10.4337/9781802207736.00069

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