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To reveal or not to reveal? Strategic disclosure of private information in negotiation

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  • Lee, Ching Chyi
  • Ferguson, Michael J.

Abstract

Within the bargaining literature, it is widely held that negotiators should never reveal information that will lead to disclosure of their reservation prices. We analyze a simple bargaining and search model in which the informed buyer can choose to reveal his cost of searching for an outside price (which determines his reservation price) to the uninformed seller. We demonstrate that buyers can be made better off by revealing their search cost. More interestingly, we also find that, depending on the assumed distribution of search costs, sometimes buyers with relatively low search costs should reveal their private information whereas in other cases buyers with relatively high search costs should do so. We then test our model experimentally and find that subjects' behavior is not entirely consistent with theoretical predictions. In general, bargainers' behavior is better explained by a bounded rationality model similar to "fictitious play".

Suggested Citation

  • Lee, Ching Chyi & Ferguson, Michael J., 2010. "To reveal or not to reveal? Strategic disclosure of private information in negotiation," European Journal of Operational Research, Elsevier, vol. 207(1), pages 380-390, November.
    • Handle: RePEc:eee:ejores:v:207:y:2010:i:1:p:380-390
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    Cited by:

    1. Zhang, Linlan & Song, Haigang & Chen, Xueguang & Hong, Liu, 2011. "A simultaneous multi-issue negotiation through autonomous agents," European Journal of Operational Research, Elsevier, vol. 210(1), pages 95-105, April.
    2. Imane Haddar & Brahim Raouyane & Mostafa Bellafkih, 2020. "Service Broker-Based Architecture Using Multi-Criteria Decision Making for Service Level Agreement," Computer and Information Science, Canadian Center of Science and Education, vol. 13(1), pages 1-20, February.
    3. Zhao, Ming & Dong, Ciwei & Cheng, T.C.E., 2018. "Quality disclosure strategies for small business enterprises in a competitive marketplace," European Journal of Operational Research, Elsevier, vol. 270(1), pages 218-229.
    4. Gallice, Andrea, 2017. "An approximate solution to rent-seeking contests with private information," European Journal of Operational Research, Elsevier, vol. 256(2), pages 673-684.

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