Advanced Search
MyIDEAS: Login

The Impact of Managerial Flexibility on Negotiation Strategy and Bargaining Power

Contents:

Author Info

  • Elmar Lukas

    () (Faculty of Economics and Management, Otto-von-Guericke University Magdeburg)

  • Andreas Welling

    () (Economics Institute, Brandenburg University of Technology, Cottbus)

Registered author(s):

    Abstract

    Using a dynamic real options approach we show that in a sequential bargaining framework managerial flexibility is strengthening the first-mover advantage by undermining the bargaining power of the second mover. Furthermore we compare the results of the sequential framework with the results of cooperative bargaining.

    Download Info

    If you experience problems downloading a file, check if you have the proper application to view it first. In case of further problems read the IDEAS help page. Note that these files are not on the IDEAS site. Please be patient as the files may be large.
    File URL: http://www.fww.ovgu.de/fww_media/femm/femm_2011/2011_08.pdf
    File Function: First version, 2010
    Download Restriction: no

    Bibliographic Info

    Paper provided by Otto-von-Guericke University Magdeburg, Faculty of Economics and Management in its series FEMM Working Papers with number 110008.

    as in new window
    Length: 17 pages
    Date of creation: Apr 2011
    Date of revision:
    Handle: RePEc:mag:wpaper:110008

    Contact details of provider:
    Postal: Universitätsplatz 2, Gebäude W und I, 39106 Magdeburg
    Phone: (0391) 67-18 584
    Fax: (0391) 67-12 120
    Web page: http://www.ww.uni-magdeburg.de
    More information through EDIRC

    Related research

    Keywords: real option; game theory; sale; negotiation; flexibility; ultimatum game;

    Find related papers by JEL classification:

    This paper has been announced in the following NEP Reports:

    References

    No references listed on IDEAS
    You can help add them by filling out this form.

    Citations

    Lists

    This item is not listed on Wikipedia, on a reading list or among the top items on IDEAS.

    Statistics

    Access and download statistics

    Corrections

    When requesting a correction, please mention this item's handle: RePEc:mag:wpaper:110008

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Guido Henkel).

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If references are entirely missing, you can add them using this form.

    If the full references list an item that is present in RePEc, but the system did not link to it, you can help with this form.

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your profile, as there may be some citations waiting for confirmation.

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.