新闻中心NEWS

返回首页

讲座:Mediation in Bargaining: Evidence from Large-Scale Field Data on Business-to-Business Negotiations by Brad Larsen (Stanford), Carol Lu (Stanford), and Anthony Zhang (Chicago)

发布者:人力资源办公室    发布时间:2020-07-09

题   目: Mediation in Bargaining: Evidence from Large-Scale Field Data on Business-to-Business Negotiations by Brad Larsen (Stanford), Carol Lu (Stanford), and Anthony Zhang (Chicago)

演讲人: Brad Larsen, Assistant Professor, Stanford University

主持人: 李淑雯  助理教授  上海交通大学安泰经济与管理学院经济系

   间: 2020年7月22日(周三)11:00-12:30

会议方式: ZOOM会议

              (校内师生如需会议号和密码,请于72117点前发送电邮至yueqiwang@sjtu.edu.cn获取)

内容简介:

We analyze a dataset containing hundreds of thousands of full alternating-offer, business-to-business negotiations in the wholesale used-car market, with each negotiation mediated (over the phone) by a third-party company. The data shows the identity of the employee mediating the negotiations, and these mediators are quasi-randomly assigned to the bargaining pair. We find mediator's identities matter: high-performing mediators are 23.23% more likely to close a deal than low-performers. Experience is correlated with better mediator performance. Male and female mediators perform equally well, but mediate differently: female mediators close deals faster and at prices more favorable to buyers. Good mediators appear to respond to long-term company incentives rather than short-term incentives to close a given deal and they can do even better at reaching agreement for threads with ex-ante lower probability of trade. We provide a new decomposition of mediator effectiveness, demonstrating that effective mediators improve bargaining outcomes by causing buyers and sellers to come to agreements faster, not by causing buyers and sellers to be more persistent. We also show that better mediators appear less reliant on exploiting certain types of behavioral biases.  

演讲人简介:

Brad Larsen is an assistant professor in the Department of Economics at Stanford University. His primary research area is industrial organization, with specific focuses on bargaining, occupational licensing, auctions, consumer search, online markets, grey market activity, and trade. Before joining Stanford, Brad spent one year as a postdoctoral research scientist at eBay Research Labs. He received his BA in economics and BS in mathematics from Brigham Young University and his PhD in economics from MIT.   

欢迎广大师生参加!