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Incomplete Information Bargaining with Outside Opportunities

Author

Listed:
  • Drew Fudenberg
  • David K. Levine
  • Jean Tirole

Abstract

We consider two kinds of "outside opportunity" that a seller of an indivisible good might have: selling to a different buyer and consuming the good herself. In both models the seller is uncertain about the buyer's valuation, and becomes more pessimistic over time. When the seller becomes sufficiently pessimistic, she prefers the outside opportunity, so she will not bargain indefinitely with the current buyer. Despite the resulting finite-horizon nature of negotiations, the link between the buyer's willingness to accept an offer and the seller's eagerness to go "outside" generates multiple equilibria.

Suggested Citation

  • Drew Fudenberg & David K. Levine & Jean Tirole, 1987. "Incomplete Information Bargaining with Outside Opportunities," The Quarterly Journal of Economics, President and Fellows of Harvard College, vol. 102(1), pages 37-50.
    • Handle: RePEc:oup:qjecon:v:102:y:1987:i:1:p:37-50.
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    Cited by:

    1. Schweinzer, Paul, 2006. "Sequential bargaining with pure common values," Discussion Paper Series of SFB/TR 15 Governance and the Efficiency of Economic Systems 137, Free University of Berlin, Humboldt University of Berlin, University of Bonn, University of Mannheim, University of Munich.
    2. Luca Anderlini & Leonardo Felli, 1998. "Costly Bargaining and Renegotiation - (Now published in Econometrica, 69(4) (March 2001), pp. 377-411.)," STICERD - Theoretical Economics Paper Series 361, Suntory and Toyota International Centres for Economics and Related Disciplines, LSE.
    3. Calvo-Armengol, Antoni, 1999. "A note on three-player noncooperative bargaining with restricted pairwise meetings," Economics Letters, Elsevier, vol. 65(1), pages 47-54, October.
    4. Chemla, G. & Faure-Grimaud, A., 1996. "Dynamic Adverse Selection and Debt," Papers 96.443, Toulouse - GREMAQ.
    5. Randolph Sloof, 2003. "Price-setting Power versus Private Information," Tinbergen Institute Discussion Papers 03-099/1, Tinbergen Institute.
    6. Sanchez-Pages, Santiago, 2009. "Bargaining and Conflict with Incomplete Information," SIRE Discussion Papers 2009-55, Scottish Institute for Research in Economics (SIRE).
    7. Jean Tirole, 2016. "From Bottom of the Barrel to Cream of the Crop: Sequential Screening With Positive Selection," Econometrica, Econometric Society, vol. 84, pages 1291-1343, July.
    8. Buehler, Stefan & Eschenbaum, Nicolas, 2021. "Dynamic Monopoly Pricing With Multiple Varieties: Trading Up," Economics Working Paper Series 2113, University of St. Gallen, School of Economics and Political Science.
    9. Chemla, G., 1999. "L'impact de la negociation et des prises de controle sur l'ampleur de l'effet de Cliquet," Papers 99-19, Paris X - Nanterre, U.F.R. de Sc. Ec. Gest. Maths Infor..
    10. Schweinzer, Paul, 2010. "Sequential bargaining with common values," Journal of Mathematical Economics, Elsevier, vol. 46(1), pages 109-121, January.
    11. Yerokhin Oleg, 2011. "The Social Cost of Blackmail," Review of Law & Economics, De Gruyter, vol. 7(1), pages 337-351, December.
    12. Bester, H., 1991. "Bargaining V.S. Price Competition in a Market with Quality Uncertainty," Papers 9113, Tilburg - Center for Economic Research.
    13. Chatterjee, Kalyan & Lee, Ching Chyi, 1998. "Bargaining and Search with Incomplete Information about Outside Options," Games and Economic Behavior, Elsevier, vol. 22(2), pages 203-237, February.
    14. Adachi, Mitsutoshi M., 1999. "On the choice of pricing policies: Ex ante commitment and prisoners' dilemma," European Economic Review, Elsevier, vol. 43(9), pages 1647-1663, October.
    15. Chatterjee, Kalyan & Dutta, Bhaskar, "undated". "Markets with Bilateral Bargaining and Incomplete Information," Economic Research Papers 269732, University of Warwick - Department of Economics.
    16. Jing Jing Li & Anthony Harris, 2025. "Dynamic Bargaining Over Public Insurance Coverage For Drugs In Australia," Papers 2025-09, Centre for Health Economics, Monash University.
    17. Chemla, Gilles & Faure-Grimaud, Antoine, 1998. "Dynamic adverse selection and debt," LSE Research Online Documents on Economics 119154, London School of Economics and Political Science, LSE Library.
    18. Castillo, Marco & Petrie, Ragan & Torero, Maximo & Vesterlund, Lise, 2013. "Gender differences in bargaining outcomes: A field experiment on discrimination," Journal of Public Economics, Elsevier, vol. 99(C), pages 35-48.
    19. Sandro Shelegia & Joshua Sherman, 2014. "When the Price You See Is Not the Price You Get: A Bargaining Study," Vienna Economics Papers 1410, University of Vienna, Department of Economics.
    20. Kjell Hausken, 1997. "Game-theoretic and Behavioral Negotiation Theory," Group Decision and Negotiation, Springer, vol. 6(6), pages 511-528, December.
    21. Roman Inderst, 2008. "Dynamic Bilateral Bargaining under Private Information with a Sequence of Potential Buyers," Review of Economic Dynamics, Elsevier for the Society for Economic Dynamics, vol. 11(1), pages 220-236, January.
    22. Heike Hennig-Schmidt & Gari Walkowitz, 2017. "Moral Entitlements and Aspiration Formation in Asymmetric Bargaining: Experimental Evidence from Germany and China," Games, MDPI, vol. 8(4), pages 1-25, October.
    23. Sahoo, Satya & Cariou, Pierre, 2024. "Unveiling the influence of bargaining power in shipping: An empirical study on iron ore freight market," Transportation Research Part E: Logistics and Transportation Review, Elsevier, vol. 192(C).

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