During negotiations, parties plan an exchange that will occur in the future and that implies a high level of … level of efficiency of the negotiations. We will focus mainly on two issues. First, the failure to disclose information as a …

post. We show that this is achieved by bilateral negotiations but not by auctions. Negotiations strictly outperforms … if the buyer's bargaining position is sufficiently strong. Moreover, we show that negotiations provide stronger … use of negotiations as a procurement mechanism in private industry. …

behaviour and that private negotiations are not sufficient in general. Copyright Springer Science+Business Media New York 2014 …

During negotiations, parties plan an exchange that will occur in the future and thatimplies a high level of uncertainty … and on the level ofefficiency of the negotiations. We will focus mainly on two issues. First, the failureto disclose …

The usual purpose of negotiations is to explore options and reach an agreement, if possible. We investigated a notable … occurs when a party gains more by stalling the negotiations until an external change takes place that improves its position … considerably. While false negotiators aim to avoid agreement within the current frame of the negotiations, they also aim to keep …