search query: @indexterm PRICE THEORY / total: 201
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| Author: | Wagenhofer, A. |
| Title: | Die Bestimmung von Argumentationspreisen in der Unternehmensbewertung. |
| Journal: | Schmalenbachs Zeitschrift für Betriebswirtschaftliche Forschung
1988 : APR, VOL. 40:4, p. 340-359 |
| Index terms: | BARGAINING NEGOTIATION PRICE THEORY ESTIMATION |
| Language: | ger |
| Abstract: | The bargaining between one buyer and one seller for a company is considered. After reviewing recommendations of negotiation strategies, and the axiomatic and noncooperative bargaining theories, a contingency type of contract is proposed. It consists of the adversaries agreeing upon a price schedule which results in the announced price of that party as the definite price whose announcement was closer to the actual occurrence of the future event. With this schedule differences in probabilistic judgments of future events can be exploited to arrive at an expected gain for both parties compared with an agreement upon prices themselves. |
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