prices and increasingprofits. Welfare falls because of the uncertainty in the bargaining process, which generates …

pricing and bargaining when price takers buy at posted prices but bargainers attempt to negotiate discounts.  The optimal … bargaining strategy involves the firms offering bargainers randomly-sized discounts.  Competing firms keep posted prices high to …' strategic decision about how much bargaining discretion sales staff should be allowed.  Both firms allowing full bargaining …

List prices are not completely credible as take it or leave it prices: buyers are able to seek reductions by bargaining …

those who don`t bargain and the bargained prices for those who were already bargaining rise: sellers have a greater … Authority exhortations to bargain can therefore be misplaced. We also consider the implications for optimal seller bargaining. …

This paper analyses the implications of bargaining between buyers and sellers on the competitive outcome in a … homogeneous good industry. Bargaining creates a competitive equilibrium in which some inefficient sellers coexist with efficient … price dispersion but transaction price uniformity. The bargaining models is not observationally equivalent to Bertrand …

-competitive theories of bargaining and efficiency wages. …

, we present an experimental test of the effect of common fate in bargaining settings. Virtually all subjects …

Negotiations often take long a time even if a delay in the agreement is inefficient. One typical explanation is the … pointing out that this result does not hold once the traded quantity is not fixed as in most bargaining models; the quantity …. We then study how a signal arriving in the course of negotiations affects the delay in the agreement. Unlike investment …