Cooperative Context, Learning And Negotiations In Supply Chain Hold Up Situations Evidence From An Industry Simulation

This paper examines the link between the cooperative mechanisms to prevent supply chain holdup and learning in negotiations. The analysis comes from data generated from an experiment based on the French Champagne industry. Results show that dyads where both parties have prior negotiation experience could best align context, intent, and negotiation approach with higher individual and joint outcomes. While dyads with asymmetric negotiation experience achieved more win-win outcomes than inexperienced dyads, their results still tended to be driven by the less experienced party. These results suggest that prior negotiation experience rather than cooperative context matters more for negotiation outcomes.