Nikolaos Georgantzis (School of Wine and Spirits Business, Burgundy School of Business, Dijon), Carlos Gutiérrez-Hita and Joaquín Sánchez Soriano (Center of Operations Research, University Miguel Hernández)
Abstract: In a trade experiment, groups of students were taught how to bargain over a pie generated in a transportation game. Data collection and detailed group reports of the bargaining process allowed us to identify the type of bargaining followed and its correspondence with cooperative game theory concepts. Explicit coalitions were rather scarce (17%), although coalition stability was implied by 47.8% of the agreements. Efficiency was achieved in the vast majority (82%) of cases, whereas in 34.8% of the agreements, students used a lexicographic ordering of multiple solutions before choosing among them. Regarding the bargaining procedure, in 40% of the agreements, quantities traded were decided before profit sharing rules were negotiated, whereas in 16% of the cases they were simultaneously agreed upon. Our findings suggest that bargaining procedures often do not imply explicit coalitions. Moreover, efficiency can be achieved even in the absence of bargaining processes.