A Comparison of Auctions and Multilateral Negotiations
AbstractWe compare first-price auctions to an exchange process that we term ``multilateral negotiations.'' In multilateral negotiations, a buyer solicits price offers for a homogeneous product from sellers with privately known costs, and then plays the sellers off one another to obtain additional price concessions. Using the experimental method, we find that with four sellers, transaction prices are statistically indistinguishable in the two institutions, but with two sellers, prices are higher in multilateral negotiations than in first-price auctions. The institutions are equally efficient with two sellers, but multilateral negotiations are slightly more efficient with four sellers.
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Bibliographic InfoArticle provided by The RAND Corporation in its journal RAND Journal of Economics.
Volume (Year): 33 (2002)
Issue (Month): 1 (Spring)
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- Shakun D. Mago & Anya C. Savikhin & Roman M. Sheremeta, 2012.
"Facing Your Opponents: Social identification and information feedback in contests,"
Working Papers, Chapman University, Economic Science Institute
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- Jim Engle-Warnick & Bradley Ruffle, 2006. "Buyer Concentration As A Source Of Countervailing Power: Evidence From Experimental Posted-Offer Markets," Departmental Working Papers, McGill University, Department of Economics 2006-12, McGill University, Department of Economics.
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