Hard Bargains and Lost Opportunities
通过实验研究，发现人们在讨价还价中常因争夺利益而错失合作机会，导致效率损失，并提出了一个在不完美世界中的均衡模型来解释这一行为。
A long tradition in economics assumes that any potential gains from trade will be exploited. This emphasis on efficiency clashes with the possibility that hard bargaining over the division of the surplus may cause some potential deals to be lost. We examine an Outside Option Game designed to study the tension between maximising the size of the surplus and bargaining over the division of this surplus among those who contributed to its creation. An experimental study confirms that subjects often fail to achieve efficient outcomes. A theoretical model accounts for this behaviour in terms of an equilibrium achieved in an imperfect world