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Auctions vs. Negotiations: The Case of Favoritism

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  • Vitali Gretschko
  • Achim Wambach

Abstract

We compare two commonly used mechanisms in procurement: auctions and negotiations. The execution of the procurement mechanism is delegated to an agent of the buyer. The agent has private information about the buyer’s preferences and may collude with one of the sellers. We provide a precise definition of both mechanisms and show – contrary to conventional wisdom – that an intransparent negotiation yields a higher buyer surplus than a transparent auction for a range of parameters. In particular, for small expected punishments there exists a lower and an upper bound on the number of sellers such that the negotiation yields a higher buyer surplus with a probability arbitrary close to 1 in the parameter space. Moreover, if the expected punishment is small, the negotiation is always more efficient and generates a higher surplus for the sellers.

Suggested Citation

  • Vitali Gretschko & Achim Wambach, 2012. "Auctions vs. Negotiations: The Case of Favoritism," CESifo Working Paper Series 4045, CESifo.
    • Handle: RePEc:ces:ceswps:_4045
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    References listed on IDEAS

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    Cited by:

    1. Pavlova, Natalia (Павлова, Наталья) & Meleshkina, Anna (Мелешкина, Анна), 2017. "Anti-Corruption and Protection of Competition [Противодействие Коррупции И Защита Конкуренции]," Working Papers 041707, Russian Presidential Academy of National Economy and Public Administration.

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    More about this item

    Keywords

    corruption; auctions; negotiations; public procurement;
    All these keywords.

    JEL classification:

    • D44 - Microeconomics - - Market Structure, Pricing, and Design - - - Auctions
    • D73 - Microeconomics - - Analysis of Collective Decision-Making - - - Bureaucracy; Administrative Processes in Public Organizations; Corruption
    • L13 - Industrial Organization - - Market Structure, Firm Strategy, and Market Performance - - - Oligopoly and Other Imperfect Markets
    • H57 - Public Economics - - National Government Expenditures and Related Policies - - - Procurement

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