For a repeated procurement problem, we compare two stylized negotiating cultures which differ in how the buyer uses an entrant to exert pressure on the incumbent resembling U.S. style and Japanese style procurement. In each period, the suppliers are privately informed about their production...

This article determines the conditions under which the Southern countries should act together, or separately, while negotiating with the North about climate change policy and about the conditions for future Southern engagement. The paper models the international negotiations with complete and...

The main insight of the literature on strategic information transmissionis that even a small conflict of interest between a fully informedsender (e.g., a financial adviser) and an uninformed receiver (aninvestor) often poses considerable difficulties for effective communication.However, in many...