Using union contract and industry wage survey data, this article examines the effect of discounting on cooperative bargaining behavior by unions and firms. Game theory predicts that higher discount rates raise the temptation to defect from cooperation. Measures of cooperative behavior included the presence of merit pay, incentive pay, wage-employment guarantees, or labor-management study committees. Discount rates were proxied by the relevant industry's failure rate. Failure rates generally had negative effects on cooperation. Industry Wage Survey results showed larger effects for union than non-union establishments, providing support for the union bargaining framework.

This experiment factorially combined the major independent variables from previous demand-game experiments (discount factors, outside options, termination probability, and first mover). Game-theoretic predictions were largely refuted by the data, and outcomes were often inefficient. Players without an outside option demanded more than predicted, and those with an option appeared to anticipate this behavior. Nonetheless, there was a positive relationship between differences in equilibrium predictions and differences in behavior. Bargainers appeared to focus on a minimally acceptable offer in making their demands and in considering the likelihood that the other party would accept their offer.

Using longitudinal data for major league baseball players, this paper estimates the effects of eligibility for free agency or arbitration on compensation and contract duration. Becaus e eligibility is based on experience and better players are kept longe r, a fixed effects approach is used. Arbitration and free agency eligibility both raised annual compensation; however, only free agen cy raised contract duration. The free agency findings are consistent wi th Nash bargaining; however, additionally considering the arbitration results suggests the "winner's curse": duration rises only when a team might lose a player. The auction market is thus avoided.

This experiment factorially combined the major independent variables from previous demand-game experiments (discount factors, outside options, termination probability, and first mover). Game-theoretic predictions were largely refuted by the data and outcomes were often inefficient. Players without an outside option demanded more than predicted and those with an option appeared to anticipate this behavior. Nonetheless, there was a positive relationship between differences in equilibrium predictions and differences in behavior. Bargainers appeared to focus on a minimally acceptable offer in making their demands and in considering the likelihood that the other party would accept their offer.