if the buyer's bargaining position is sufficiently strong. Moreover, we show that negotiations provide stronger … post. We show that this is achieved by bilateral negotiations but not by auctions. Negotiations strictly outperforms … 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 …