In fact, the individual's ante-market valuation, when there temporarily is one, is an exchange valuation of the constructive or experimental and therefore (in any significant sense of the word) perfectly objective type, and the market process into which this enters is only a perfectly homogeneous temporal continuation of it that carries the individual forward to decisive action. There is no more reason for a separation here than for sundering the ante-experimental sketching out of an hypothesis in any branch of research from the work of putting the hypothesis to experimental test. The results of experiment may serve in a marked way in both sorts of process to elucidate or reconstruct the hypothesis.
The "higgling and bargaining of the market" has been accorded but scant attention by economists. It has apparently been regarded as a kind of irrelevance--a comedy part, at best, in the serious drama of industry and trade, never for a moment hindering the significant movement and outcome of the major action. As if to excuse the incompetence of this treatment (or as another phase of it) theory has tended to lay stress upon, and mildly to deplore, certain of the less amiable and engaging aspects of the process. The very term indeed as used by Adam Smith, imported a certain æsthetic disesteem, albeit tempered with indulgent approbation on other grounds. In Böhm-Bawerk's more modern account this approbation has given place to a neutral tolerance. A certain buyer, he says (in his discussion of simple "isolated" exchange), will give as much as thirty pounds for a horse; the horse's owner will take as little as ten pounds--these are predetermined and fixed valuations brought to the exchange negotiations and nothing that happens in the game of wits is conceived to modify them. The price will then be fixed somewhere between these limits. But how? "Here ..." we read, "is room for any amount of 'higgling.' According as in the conduct of the transaction the buyer or the seller shows the greater dexterity, cunning, obstinacy, power-of-persuasion, or such like, will the price be forced either to its lower or to its upper limit."[61] But the higgling cannot touch the underlying attitudes. Even "power of persuasion" is only one part of "skill in bargaining," with all the rest and like all the rest; if it were more than this there would be for Böhm-Bawerk no theoretically grounded price limits to define the range of accidental settlement and the whole explanation, as a theory of price, would reduce to nullity.[62]