How fully do people exploit their bargaining position? The effects of bargaining institution and the 50-50 norm

Subjects under-respond to their bargaining position most severely in the NDG without dominant bargaining power. Responsiveness increases in the UBG, but is still lower than predicted; the same is true for the NDG with dominant bargaining power. Only in the UBG with dominant bargaining power - the combination of a bargaining institution with low strategic uncertainty and elimination of the 50-50 “security blanket” - do subjects approximately fully exploit their bargaining position.