The Effects of Time Pressure and Issue Settlement Order on Integrative Bargaining

Abstract

A laboratory bargaining experiment was conducted with 120 undergraduates to determine how conflict resolution and integrative bargaining are affected by time pressure and issue settlement order. Settlements were reached faster but joint payoff was lower under high time pressure than under low time pressure. Joint payoff was less when the issues were settled sequentially than when the negotiators were unrestricted in settlement order or were required to settle the issues simultaneously. The results are interpreted in terms of two different integrative bargaining processes.