We investigate the haggling process in bargaining. Using an experimental bargaining game, we find that a first offer has a significant impact on the bargaining outcome even if it is costless to reject. First offers convey information on the player’s reservation value induced by his social preferences. They are most often accepted when they are not above the equal split. However, offers which request much more than the equal split induce punishing counter-offers. The bargaining outcome is therefore critically influenced by the balance of toughness and kindness signalled through the offers made in the haggling phase.

中文翻译：

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讨价还价是一种平衡行为：社会偏好如何限制谈判过程

我们调查讨价还价的过程。使用实验性讨价还价博弈，我们发现，即使拒绝是没有成本的，第一个报价对讨价还价的结果也有重大影响。首次报价传达了有关由其社交偏好引起的玩家预订价值的信息。当它们不高于平均分配时，它们最常被接受。然而，要求比等分多得多的报价会导致惩罚性的还价。因此，讨价还价的结果受到通过讨价还价阶段提出的要约所表明的强硬和善意的平衡的严重影响。