Anmerkungen:
Nach Informationen von SSRN wurde die ursprüngliche Fassung des Dokuments March 15, 2019 erstellt
Beschreibung:
If bargainers can make credible commitments, they may want to threaten to reject low offers, promise to accept high offers, or both, prior to bargaining negotiations. We show that the timing of commitment attempts influences the goal of the commitments and the likelihood that incompatible threats result in impasse. Sequential commitments enable the first mover to make a moderate threat that convinces the second mover not to engage in a counter-threat. The moderate threat requires a promise to not renege on the offer if the committed player would otherwise have incentives to deviate. This combination of tactics is not feasible when commitments are made simultaneously