'A matter of trust': Effects of communication on the efficiency and distribution of outcomes

In two studies of bilateral bargaining with asymmetric information, we show that the communication medium in which the bargaining takes place, affects the efficiency and distribution of outcomes. The results reflect different degrees of truth-telling and trust across the media. We present a conceptualization of how the effects of communication media can be incorporated into behavioral decision research and game theoretic models of bargaining. Published by Elsevier Science B.V.