post. We show that this is achieved by bilateral negotiations but not by auctions. Negotiations strictly outperforms … if the buyer's bargaining position is sufficiently strong. Moreover, we show that negotiations provide stronger … use of negotiations as a procurement mechanism in private industry …

in real life. Our study involves 15 negotiations from Germany and China. Over the course of the negotiation, bargainers … negotiations are characterized by long periods of stagnation, only minimal concessions, and the communication of false goals. By …

post. We show that this is achieved by bilateral negotiations but not by auctions. Negotiations strictly outperforms … if the buyer’s bargaining position is sufficiently strong. Moreover, we show that negotiations provide stronger … use of negotiations as a procurement mechanism in private industry. …

-only auction (discouraging early information exchange) and bilateral negotiations with a preselected seller (reducing competition …). Bilateral negotiations are superior if potential design improvements are important, if renegotiation is particularly costly, and … if the buyer's bargaining position is strong. Moreover, negotiations provide stronger incentives for sellers to …