when the firm holds private information on the operating conditions, the government may welcome a contractual renegotiation …

to study the influence of small gifts on the outcome of business negotiations. We find that small gifts matter. On … their negotiations. However, we also find that small gifts tend to be counterproductive when purchasing and sales agents …

products company to study the influence of small gifts on the outcome of business negotiations. We find that small gifts matter … of their negotiations. However, we also find that small gifts tend to be counterproductive when purchasing and sales …

reservation wages and that a difference in plans about "boldness" during prospective wage negotiations pertains to gender …

For the procurement of complex goods the early exchange of information is important to avoid costly renegotiation ex … post. We show that this is achieved by bilateral negotiations but not by auctions. Negotiations strictly outperforms … auctions if sellers are likely to have superior information about possible design improvements, if renegotiation is costly, and …

and in actual policymaking, is to link negotiations on climate change control with decisions concerning international R …

We compare two commonly used mechanisms in procurement: auctions and negotiations. The execution of the procurement … mechanism is delegated to an agent of the buyer. The agent has private information about the buyer's preferences and may collude …