منابع مشابه
Auctions vs Negotiations in Public Procurement Which Works Better?
Public agencies rely on two key modes to procure goods and services: auctions and direct negotiations. The relative advantages of these two modes are still imperfectly understood. This paper therefore studies public procurement of regional passenger railway services in Germany, where regional agencies can use auctions and negotiations to procure regional passenger rail services. This offers the...
متن کاملAuctions Versus Negotiations Revisited∗
Auctions are compared with different forms of negotiation and bargaining. The value of an extra customer is shown to exceed the value of being able to ration supply, if the seller is otherwise unconstrained. Thus, we generalize and provide a simple proof of a result due to Bulow and Klemperer (1996), in which auctions and negotiations are compared. We also compare auctions and seller-offer barg...
متن کاملA Behavioral Study of Concession-making: Multi-attribute Auctions vs. Multi-bilateral Negotiations
Concession-making behavior is an essential process in negotiations and auctions and has a critical impact on the outcomes of an exchange. In auctions, concessions relate to deciding on the next bid by bid-makers, while in negotiations they involve proposing next offers by both parties. The purpose of this paper is to empirically investigate concession-making by parties in multi-attribute auctio...
متن کاملA Comparison of Auctions and Multilateral Negotiations
We compare the well-known first-price auction with a common but previously unexamined exchange process that we term “multilateral negotiations.” In multilateral negotiations, a buyer solicits price offers for a homogeneous product from sellers with heterogeneous costs, and then plays the sellers off one another to obtain additional price concessions. Using experimental methods, we find that tra...
متن کاملThe Case of Auctions Versus Negotiations
Wedocument how starting prices differentially impact outcomes in negotiations and auctions. In negotiations (where the number of actors is often predetermined), starting prices drive cognitive processes, leading individuals to selectively focus on information consistent with, and make valuations similar to, the starting value. Thus, starting high will often lead to ending high in negotiations. ...
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ژورنال
عنوان ژورنال: SSRN Electronic Journal
سال: 1999
ISSN: 1556-5068
DOI: 10.2139/ssrn.5866