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 …

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 …

Negotiations frequently end in conflict after one party rejects a final offer. In a large-scale internet experiment, we …

Public agencies mainly rely on two modes to procure goods and services: auctions and direct negotiations. We study a … negotiations with the incumbent. We analyze the effect of the procurement mode on service frequency and procurement price. Our … rail service, procurement price, and choice of procurement mode. Results indicate that, compared with negotiations …