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Dynamic Bargaining with Transaction Costs

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Author Info

  • Peter C. Cramton

    (Yale School of Management, Box 1A, New Haven, Connecticut 06520)

Abstract

A buyer and seller alternate making offers until an offer is accepted or someone terminates negotiations. The seller's valuation is common knowledge, but the buyer's valuation is known only by the buyer. Impatience to reach an agreement comes from two sources: the traders discount future payoffs and there are transaction costs of bargaining. Equilibrium behavior involves either immediate trade, delayed trade, or immediate termination, depending on the size of the gains from trade and the relative bargaining costs. This contrasts with the pure discounting model where termination never occurs, and the pure transaction cost model where delayed trade never occurs.

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File URL: http://dx.doi.org/10.1287/mnsc.37.10.1221
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Bibliographic Info

Article provided by INFORMS in its journal Management Science.

Volume (Year): 37 (1991)
Issue (Month): 10 (October)
Pages: 1221-1233

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Handle: RePEc:inm:ormnsc:v:37:y:1991:i:10:p:1221-1233

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Related research

Keywords: bargaining; negotiation; delay; signalling games; transaction costs;

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Cited by:
  1. Peter Cramton & Joseph S. Tracy, 1992. "Strikes and Holdouts in Wage Bargaining: Theory and Data," Papers of Peter Cramton 92aer, University of Maryland, Department of Economics - Peter Cramton, revised 09 Jun 1998.
  2. Cramton, Peter C, 1992. "Strategic Delay in Bargaining with Two-Sided Uncertainty," Review of Economic Studies, Wiley Blackwell, vol. 59(1), pages 205-25, January.
  3. John A. List, 2004. "The Nature and Extent of Discrimination in the Marketplace: Evidence from the Field," The Quarterly Journal of Economics, MIT Press, vol. 119(1), pages 49-89, February.
  4. Peter Cramton & Evan Kwerel & John Williams, 1998. "Efficient Relocation of Spectrum Incumbents," Papers of Peter Cramton 98jleer, University of Maryland, Department of Economics - Peter Cramton, revised 12 Jul 1998.
  5. Simon Board & Marek Pycia, 2014. "Outside Options and the Failure of the Coase Conjecture," American Economic Review, American Economic Association, vol. 104(2), pages 656-71, February.
  6. Ahmet Ozkardas & Agnieszka Rusinowska, 2013. "An application of wage bargaining to price negotiation with discount factors varying in time," Documents de travail du Centre d'Economie de la Sorbonne 13066, Université Panthéon-Sorbonne (Paris 1), Centre d'Economie de la Sorbonne.

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