The housing rental market offers a unique laboratory for studying price stickiness. This paper is motivated by two facts: 1. Tenants' rents are remarkably sticky even though regular and expected recontracting would, by itself, suggest substantial rent flexibility. 2. Rent stickiness varies...

We study how the presence of a monthly revenue-based quota impacts a retailer's profits when prices are negotiated by a salesperson. Utilizing transaction level data for refrigerators, we first provide reduced form evidence that prices are impacted by the quota: the negotiated discounts are...

Retailers routinely allow consumers to negotiate a discount off the posted price, especially for big ticket items such as home appliances, furniture, automobiles, and real estate, as well as on online platforms such as Amazon, eBay and Alibaba. The profitability of such a strategy, relative to...

In many settings where pricing is delegated to salespeople, firms provide the salespeople incentives to not only sell more, but also to do so at higher prices. In this paper, we study the relative importance of pricing-focused and revenue-focused incentives, and quantify the profitability of...

Inventors and producers bargain over royalties to license multiple patented inventions. In the first stage of the bargaining game, inventors offer licenses to producers and producers demand licenses. In the second stage of the game, inventors and producers engage in bilateral bargaining over...

In markets where consumers have switching costs and firms cannot price discriminate, firms have two conflicting strategies. A firm can either offer a low price to attract new consumers and build future market share or a firm can offer a high price to exploit the partial lock-in of their existing...

For 181 million Americans not on Medicare or Medicaid but insured through their employer, labor union, or private insurance health plan, the primary restraints on pharmaceutical prices are pharmaceutical benefit managers (PBMs) who administer health plan drug benefits. PBMs use the aggregate...

This paper presents a model of strategic buyer-seller networks with information exchange between sellers. Prior to engaging in bargaining with buyers, sellers can share access to buyers for a negotiated transfer. We study how this information exchange affects overall market prices, volumes and...

This paper develops and estimates a search and bargaining model designed to measure the welfare loss associated with frictions in oligopoly markets with negotiated prices. We use the model to quantify the consumer surplus loss induced by the presence of search frictions in the Canadian mortgage...

A characteristic of many bargaining situations is that the negotiators represents the interests of a set of parties (trade unions, political parties, etc.) with composite interests, whose bargaining behaviour is regulated by some collective decision mechanism. In this paper we provide a natural...