Journal Articles

The Link between Information and Bargaining Efficiency

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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.

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Detail Information

Series Title

Journal of Public Administration Research & Theory

Call Number

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Publisher

Oxford, UK : Oxford University Press., 2012

Collation

p. 527-551

Language

English

ISBN/ISSN

1053-1858

Classification

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Content Type

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Media Type

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Carrier Type

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Edition

Volume 22 Issue 3 July 2012 p. 527-551

Subject(s)

bargaining
Information

Specific Detail Info

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Statement of Responsibility

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