mediating the negotiations. We find that who intermediates the negotiation matters: high-performing mediators are 22.03% more …We analyze data on tens of thousands of alternating-offer, business-to-business negotiations in the wholesale used …-car market, with each negotiation mediated (over the phone) by a third-party company. The data shows the identity of the employee …

the case of negotiations over work rules and wages than in both the cases of fully efficient bargaining and of bargaining …The recent literature on the economic behavior of unions is dominated by a controversy over whether or not bargaining … "should" involve both these variables rather than only wages. In fact, explicit bargaining over employment levels is virtually …

trade negotiation such as the Tokyo Round, can be modelled as a game among countries attempting to minimize individual … actually determined by the negotiation. We find that while the game model may track closely the decisions of the negotiators in …

Bargaining breakdown--whether as delay, conflict, or missing trade--plagues bargaining in environments with incomplete … information. Can a bargaining environment that facilitates or restricts communication alleviate these costs? We exploit a unique …, using text analysis, that the dynamics are consistent with repeat players learning how to use communication in bargaining …

We develop a dynamic bargaining model in which a leading country endogenously decides whether to sequentially negotiate … free trade agreements with subsets of countries or engage in simultaneous multilateral bargaining with all countries at … once. We show how the structure of coalition externalities shapes the choice between sequential and multilateral bargaining …

We present a bargaining model of the interaction between a government and interest groups in which, unlike most … existing models, neither side is assumed to have all the bargaining power. The government finds it optimal to constrain itself … in the use of transfer policies to improve its bargaining position. In a model of redistribution to lobbies, the …

negotiations, comparing developed-developing country bargaining only on trade policy with joint bargaining on both trade and …, compared to bargaining with cash side payments, linking trade and environment through negotiation on policy instruments … through leverage in bargaining, whereby developed countries can use trade policy threats to achieve improved developing …

This paper reviews the history of bilateral trade negotiations between Taiwan and the U.S. The question posed at the … negative answer. Bilateral negotiations for market opening with the threat of unilateral trade sanctions (such as Section 301 … areas where U.S. domestic interests are homogeneous and concentrated. Even in the case of tariff negotiations where any …

Which is the more profitable way to sell a company: a public auction or an optimally structured negotiation with a …