Bargaining Power at the Negotiation Table and Beyond

Heuristics: Heuristics and Biases at the Bargaining Table

Bargaining Power in Electronic Negotiations: A Bilateral Negotiation Mechanism

Bargaining power has a major influence in negotiations. Up to now, a lot of electronic negotiation models have been developed and manifold negotiation challenges have been already addressed, but mainly related to the structure and the process of the negotiation. However, research concerning bargaining power is still inadequate represented. Thus, in order to contribute to the state of the art of...

Price Negotiation and Bargaining Costs∗

We study the role of consumers’ psychological bargaining costs associated with the decision to bargain in a retail setting. First, we use a simple model to show how a retailer’s optimal pricing strategy (fixed pricing vs. bargaining) varies with consumers’ bargaining costs and the retailer’s marginal costs. We then prove how these fixed bargaining costs can be nonparametrically identified separ...

Beyond Interest Based Bargaining - Incorporating Interests and Fairness in the Development of Negotiation Support Systems

One of the major concerns raised by people using negotiation processes is about the fairness of the process. Individuals undertake negotiation to derive better outcomes than could be obtained from conflict and litigation. Thus they often engage in interest based negotiation. But interest based negotiation focuses upon the interests of disputants rather than upon objective measures of fairness. ...

Bargaining Power and the Effects of Joint Negotiation: The "Recapture Effect"

This paper considers the effects of joint negotiation when suppliers and intermediaries engage in bilateral negotiation over inclusion of a supplier’s product in an intermediary’s network. I identify conditions under which joint negotiation by two suppliers increases the suppliers’ bargaining power even when the suppliers’ products are not substitutes for each other. In particular, joint negoti...