A copy of this work was available on the public web and has been preserved in the Wayback Machine. The capture dates from 2016; you can also visit the original URL.
The file type is application/pdf
.
Trading partner choice and bargaining culture in negotiations
2014
Journal of Economic Behavior and Organization
In negotiated transactions the act of choosing trading partners and "who chooses" creates a bargaining culture that influences trading behavior. Results are presented from experimental markets in which paired buyers and sellers negotiate the repeated sale of units. Relative to a market environment in which traders are randomly matched, choosing a trading partner increases the number of units exchanged and lowers negotiated prices. Collective seller earnings suffer. Who does the choosing, that
doi:10.1016/j.jebo.2014.05.005
fatcat:fzmh36pnibehlic7ypydo6lp2m