The Link between Information and Bargaining Efficiency

• 成果类型: Article
• 署名作者: Malatesta, Deanna
• 署名单位: Indiana University System; Indiana University Indianapolis
• 刊物名称: JOURNAL OF PUBLIC ADMINISTRATION RESEARCH AND THEORY
• ISSN/ISSBN: 1053-1858
• DOI: 10.1093/jopart/mur028
• 发表日期: 2012
• 页码: 527-551
• 关键词: individual group discontinuity; FAMILIARITY BREED TRUST; EMPIRICAL-TEST; performance; Negotiation; CHOICE; COOPERATION; governance; CONTRACTS; ATTRIBUTIONS

摘要

The article reviews the relevant theory and research linking information and bargaining efficiency and presents results of an analysis of negotiation times associated with 290 franchise renewal agreements. Data reveal three main findings: (1) information revealing a history of poor performance by the supplier resulted in a 74% increase in negotiation time, (2) a 1% increase in the value of a contract increased negotiation time by 18%, and (3) the participation of an expert resulted in a 24% decrease in negotiation time. We also consider and test various moderator and mediator effects and conclude that the length of the previous relationship between the parties neither directly nor indirectly affects the negotiation time in a substantively meaningful way nor does it mitigate the negative effect of conflict history.