The Impact of Managerial Flexibility on Negotiation Strategy and Bargaining Power

Authors

  • Elmar Lukas
  • Andreas Welling

DOI:

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

Keywords:

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.

Downloads

Published

2018-10-12

Issue

Section

Artikel