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 …

We study the design of sequential procurement strategies that integrate stochastic and strategic information. We …

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 …

buyers' offers become more generous. Buyers tend to prefer penalties, which may explain why they are dominant in procurement …