Multi-bilateral negotiations and multi-attribute reverse auctions: An experimental study of concession-making
Reverse auctions and multi-bilateral negotiations are two common procurement mechanisms in which concession-making plays a key role. A two-dimensional typology of concessions is proposed and empirically verified in two experiments. The results show that: (1) bidders and negotiators use all types of...
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| Format: | Tagungsbericht |
| Sprache: | eng |
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| Zusammenfassung: | Reverse auctions and multi-bilateral negotiations are two common procurement mechanisms in which concession-making plays a key role. A two-dimensional typology of concessions is proposed and empirically verified in two experiments. The results show that: (1) bidders and negotiators use all types of permissible concessions; (2) concessions are greater in auctions than in negotiations; and (3) extrinsic motivation affects concession-making. |
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