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Open Versus Closed Door Negotiations

Listed author(s):
  • Perry, M.
  • Samuelson, L.

We examine a noncooperative bargaining between two agents, one of whom (agent 1) represents a constituency. Under "closed-door" bargaining, constituents must approve the final bargaining agreement. In the "open-door" case, constituents may also terminate bargaining after intermediate offers have been made and rejected. A "learning effect" and a "termination effect" arise in open-door bargaining. The former increases and the latter decreases the payoff to agent 2 from rejecting offers. The termination effect dominates, making agent 2 less likely to reject offers and hence making agent 1 more aggressive in the open-door case.

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Paper provided by Wisconsin Madison - Social Systems in its series Working papers with number 9321.

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Length: 21 pages
Date of creation: 1993
Handle: RePEc:att:wimass:9321
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