Experimental Economics

, Volume 17, Issue 2, pp 335–345 | Cite as

Elicitation effects in a multi-stage bargaining experiment

  • Swee-Hoon Chuah
  • Robert Hoffmann
  • Jeremy Larner
Original Paper


We examine elicitation effects in a multi-stage bargaining experiment with escalating stakes conducted under direct-response and strategy-method elicitation. We find a significantly greater incidence of decisions leading to bargaining failure under direct responses. In addition, the predictive power of alternative risk attitude measures differs between the elicitation methods. Potential sources of the effects and resulting implications are discussed.


Elicitation effects Bargaining Emotion Escalation 

JEL Classification

B49 C72 C90 C91 


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Copyright information

© Economic Science Association 2013

Authors and Affiliations

  • Swee-Hoon Chuah
    • 1
  • Robert Hoffmann
    • 1
  • Jeremy Larner
    • 1
  1. 1.Nottingham University Business SchoolNottinghamUK

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