The Impact of Managerial Flexibility on Negotiation Strategy and Bargaining Power

Autor/innen

  • Elmar Lukas
  • Andreas Welling

DOI:

https://doi.org/10.24352/UB.OVGU-2018-451

Schlagworte:

real option, game theory, sale, negotiation, flexibility, ultimatum game

Abstract

Using a dynamic real options approach we show that in a sequential bargaining framework managerial flexibility is strengthening the first-mover advantage by undermining the bargaining power of the second mover. Furthermore we compare the results of the sequential framework with the results of cooperative bargaining.

Veröffentlicht

2018-10-12

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