Paola Mallucci , Assistant Professor of Marketing, Wisconsin School of Business, recently ran an experiment in the lab.

The study investigates how and why people demands change as the control they have on a negotiation increase. In previous studies, Paola and her colleagues found that even in the absence of strategic incentives to change their demands, players demand more when they have more control but only after they have gained some experience with the game, suggesting learning plays an important role. In this study, they are trying to understand how subjects that have more control learn to demand more.