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Standing United or Falling Divided? High Stakes Bargaining in a TV Game Show

van Dolder, Dennie and van den Assem, Martijn J. and Camerer, Colin F. and Thaler, Richard H. (2015) Standing United or Falling Divided? High Stakes Bargaining in a TV Game Show. American Economic Review, 105 (5). pp. 402-407. ISSN 0002-8282.

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We examine high stakes three-person bargaining in a game show where contestants bargain over a large money amount that is split into three unequal shares. We find that individual behavior and outcomes are strongly influenced by equity concerns: those who contributed more to the jackpot claim larger shares, are less likely to make concessions, and take home larger amounts. Contestants who announce that they will not back down do well relative to others, but they do not secure larger absolute amounts and they harm others. There is no evidence of a first-mover advantage and little evidence that demographic characteristics matter.

Item Type:Article
Related URLs:
URLURL TypeDescription DOIArticle
Camerer, Colin F.0000-0003-4049-1871
Additional Information:© 2015 American Economic Association. We thank format holder Talpa for granting the right to use copies of Divided, and producer Endemol UK for providing us with recordings and background. We gratefully acknowledge support from Erasmus University Rotterdam, and from the Economic and Social Research Council via the Network for Integrated Behavioural Sciences (ES/K002201/1).
Funding AgencyGrant Number
Erasmus University RotterdamUNSPECIFIED
Economic and Social Research CouncilES/K002201/1
Issue or Number:5
Classification Code:JEL: C78; D12; L82
Record Number:CaltechAUTHORS:20150806-153445634
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Official Citation:van Dolder, Dennie, Martijn J. van den Assem, Colin F. Camerer, and Richard H. Thaler. 2015. "Standing United or Falling Divided? High Stakes Bargaining in a TV Game Show." American Economic Review, 105(5): 402-07
Usage Policy:No commercial reproduction, distribution, display or performance rights in this work are provided.
ID Code:59273
Deposited By: Tony Diaz
Deposited On:06 Aug 2015 23:27
Last Modified:03 Oct 2019 08:45

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