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Renegotiation of Sales Contracts

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  • Matthews, Steven A

Abstract

This paper studies moral hazard contracts that may be renegotiated after an agent chooses an unobservable effort. Unlike in previous models, a contract contains just one scheme and the agent has the renegotiation bargaining power. All equilibria satisfying a weak forward-induction refinement are shown to be (second-best) efficient. Renegotiation necessarily occurs. If the effort set is rich, the initial contract must be a sales contract 'selling the project' to the agent. Thus, a party (the principal) who has an inherently weak renegotiation position should sometimes insist on a simple initial contract. Copyright 1995 by The Econometric Society.

Suggested Citation

  • Matthews, Steven A, 1995. "Renegotiation of Sales Contracts," Econometrica, Econometric Society, vol. 63(3), pages 567-589, May.
    • Handle: RePEc:ecm:emetrp:v:63:y:1995:i:3:p:567-89
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    Cited by:

    1. Andreas Blume, 1998. "Contract Renegotiation with Time‐Varying Valuations," Journal of Economics & Management Strategy, Wiley Blackwell, vol. 7(3), pages 397-433, September.
    2. Ching-mann Huang & Len-kuo Hu & Hsin-Hong Kang, 2005. "Compensation Design and Career Concerns of Fund Manager," Review of Quantitative Finance and Accounting, Springer, vol. 24(4), pages 379-397, June.
    3. De Fraja, Gianni, 1999. "After You Sir. Hold-Up, Direct Externalities, and Sequential Investment," Games and Economic Behavior, Elsevier, vol. 26(1), pages 22-39, January.
    4. R. Amit & Parthasarathy Ramachandran, 2010. "A Fair Contract for Managing Water Scarcity," Water Resources Management: An International Journal, Published for the European Water Resources Association (EWRA), Springer;European Water Resources Association (EWRA), vol. 24(6), pages 1195-1209, April.
    5. Susanne Ohlendorf & Patrick W. Schmitz, 2012. "Repeated Moral Hazard And Contracts With Memory: The Case Of Risk‐Neutrality," International Economic Review, Department of Economics, University of Pennsylvania and Osaka University Institute of Social and Economic Research Association, vol. 53(2), pages 433-452, May.
    6. Okat, Deniz & Nash, John G.F., 2024. "Delegating trial and error," Journal of Economic Theory, Elsevier, vol. 217(C).
    7. Gul, Faruk, 2001. "Unobservable Investment and the Hold-Up Problem," Econometrica, Econometric Society, vol. 69(2), pages 343-376, March.
    8. Francesco Squintani, 1999. "Moral Hazard," Discussion Papers 1269, Northwestern University, Center for Mathematical Studies in Economics and Management Science.
    9. Mathias Dewatripont & Patrick Legros & Steven A. Matthews, 2003. "Moral Hazard and Capital Structure Dynamics," Journal of the European Economic Association, MIT Press, vol. 1(4), pages 890-930, June.
    10. Matthews, Steven A., 2001. "Renegotiating Moral Hazard Contracts under Limited Liability and Monotonicity," Journal of Economic Theory, Elsevier, vol. 97(1), pages 1-29, March.
    11. Eva I. Hoppe & Patrick W. Schmitz, 2021. "How (Not) to Foster Innovations in Public Infrastructure Projects," Scandinavian Journal of Economics, Wiley Blackwell, vol. 123(1), pages 238-266, January.
    12. Erol Akçay & Adam Meirowitz & Kristopher W. Ramsay, 2018. "Two-sided unobservable investment, bargaining, and efficiency," Review of Economic Design, Springer;Society for Economic Design, vol. 22(3), pages 123-147, December.
    13. Anderlini, Luca & Felli, Leonardo, 1998. "Describability and agency problems," European Economic Review, Elsevier, vol. 42(1), pages 35-59, January.
    14. Patrick W. Schmitz, 2005. "Should Contractual Clauses that Forbid Renegotiation Always be Enforced?," The Journal of Law, Economics, and Organization, Oxford University Press, vol. 21(2), pages 315-329, October.
    15. Schmitz, Patrick W. & Ohlendorf, Susanne, 2008. "Repeated Moral Hazard, Limited Liability, and Renegotiation," CEPR Discussion Papers 6725, C.E.P.R. Discussion Papers.
    16. Philippe Aghion & Patrick Bolton & Jean Tirole, 2004. "Exit Options in Corporate Finance: Liquidity versus Incentives," Review of Finance, European Finance Association, vol. 8(3), pages 327-353.
    17. Osano, Hiroshi & Kobayashi, Mami, 2005. "Double moral hazard and renegotiation," Research in Economics, Elsevier, vol. 59(4), pages 345-364, December.
    18. Lai-Bennejean, Christine & Arndt, Aaron D, 2025. "Empowering salespeople in complex negotiations: autonomy and leeway in preparation and concession-making," Journal of Business Research, Elsevier, vol. 190(C).
    19. Bijapur, Mohan, 2011. "Moral hazard and renegotiation of multi-signal contracts," LSE Research Online Documents on Economics 56619, London School of Economics and Political Science, LSE Library.
    20. Steven Matthews, 2002. "Moral Hazard and Capital Structure Dynamics (joint with Mathias Dewatripont and Patrick Legros) Note the special time," Theory workshop papers 357966000000000095, UCLA Department of Economics.

    More about this item

    JEL classification:

    • D21 - Microeconomics - - Production and Organizations - - - Firm Behavior: Theory
    • D82 - Microeconomics - - Information, Knowledge, and Uncertainty - - - Asymmetric and Private Information; Mechanism Design
    • C72 - Mathematical and Quantitative Methods - - Game Theory and Bargaining Theory - - - Noncooperative Games

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