Getting a Break in Bargaining: An Upside of Time Delays

The authors are grateful to Jim Bettman, Bradley Larsen, and Emin Karagözoğlu for helpful comments and suggestions. The authors have also benefited from the comments of seminar participants at the University of Michigan, University of California at Riverside, Washington University at St. Louis, 2019 Marketing Science Conference at University of Rome, 2019 Chicago Booth-India Quantitative Marketing Conference, and 2020 Bargaining: Experiments, Empirics, and Theory workshop. The authors thank Paige Ottmar, Alexandra Da Silva, and Tyler Steelman for excellent research assistance and Claudia Kubowicz Malhotra for facilitating the experiments. Previous versions of the paper were circulated under the title “Play hardball in haggling? An upside of bargaining costs.” All errors and omissions are the responsibility of the authors.