CEF.UP – MaR Seminar/Webinar

Wednesday – June 25^th, 2025 | 18:30h – 20:00h | Room 631 | Online

Cooperation is Improved in Recognizing “Them”: Consequences for Negotiations and Expatriate Socialization

Geoffrey Leonardelli – Rotman School of Management, University of Toronto (Canada)

Abstract:

“Relations with others is often described as a threat posed by the other, by “them.” Negotiators worry about being disadvantaged by their counterparts. Too, intergroup relations is often depicted as tribal, where differences between groups are defined as an “us versus them”. Breaking with this assumption, Prof Leonardelli will offer how thinking functionally about “them” – as parties or groups with different rather than opposing needs and interests – improves relations. Prof Leonardelli will discuss how negotiators can do so by presenting counterparts with a choice of offers. Moreover, he will discuss how expatriate socialization can be improved by drawing attention to differences between local and foreign coworkers, which can motivate cooperation between groups of employees. Along the way, Prof Leonardelli will point to conditions at work that can facilitate thinking functionally about “them”.”

CEF.UP – ECO Seminar

Friday – June 27^th 2025, at 13:00h | Room 305

Measuring Last Mover Advantage in Alternating Offers: Evidence from Georgian Procurement

George Deltas –  University of Illinois (U. S. A.)

Abstract:

“The sequence of play affects player payoffs, yielding first or last mover advantage depending on the nature of the game. This paper uses the design of Georgian procurement auctions that involves a maximum of three alternating offers to measure the size of the last mover advantage. Using quasi-random variation in the identity of the last mover based on near-ties in a preliminary bidding stage, it is shown that the advantage of making the last offer is very high, and nearly as large as having an additional cost draw.”