In procurement auctions, bidders are usually better informed about technical, financial, or legal aspects of the goods … and services procured. Therefore, the buyer may include a dialogue in the procurement procedure which enables the … and in a laboratory experiment. Our theoretical results suggest that in a setting where the buyer and the suppliers have …

This paper studies the role of communication and reputation in market interactions using data from online procurement … auctions. Not only positive reputation ratings but also engaging in communication increases a bidder’s probability of winning …

We study cheap-talk pre-play communication in the static all-pay auctions. For the case of two bidders, all correlated … and communication equilibria are payoff equivalent to the Nash equilibrium if there is no reserve price, or if it is … robust to preplay communication between the bidders. If there are three or more symmetric bidders, or two symmetric bidders …

-binding price requests. Using a laboratory experiment, we examine how competition moderates the way such cheap-talk communication … granularity effects of cheap-talk communication on negotiation outcomes. Our results show that most of these effects survive with …

knowledge public knowledge. The experiment replicates the results of earlier experimental studies (Dickhaut et al., 1995, Cai … other hand the decision makers rely too much on the received information. Moreover, communication as well as payoffs … communication is less biased. In all treatments, however, the messages are more precise than theoretically predicted. …

We study experimentally the effectiveness of communication in common value committees exhibiting publicly known … heterogeneous agents. These predict varying degrees of strategic communication. We use a 2 x 2 design varying the information … protocol (communication vs exogenous public signals) and the group composition (heterogeneous vs homogeneous). Results are only …