Motivation
Many transactions are priced by negotiation rather than posted prices: business-to-business procurement, used cars, real estate, the purchase of a company. Before negotiating, a buyer can often spend effort finding out how much the object is actually worth to it, through inspections, trials, consultants or market research. That information serves two purposes. It improves the joint decision of whether to trade at all, and it changes how the surplus of trade is split. Liang Guo's Gathering Information before Negotiation (SSRN 3930651; Management Science, doi:10.1287/mnsc.2022.4360) studies how a buyer's endogenous information acquisition interacts with the two primitives of bargaining: the parties' bargaining powers and the seller's cost.
The first finding of the paper, Proposition 1, concerns how much information the buyer gathers. Its comparative statics in the seller's cost are non-monotone, and this non-monotonicity drives the later results of the paper, in which a seller can be worse off with more bargaining power or a lower cost. This mission formalizes Proposition 1 in its general form, for an arbitrary prior. A companion mission (Gathering Information before Negotiation II) formalizes the payoff reversals under a uniform prior and a linear information cost.
Setting
A seller can supply one unit of a product at cost c. A buyer's true value u of the unit is unknown to both parties; the common prior law of u is F, with a finite mean u^>0.
Before negotiating, the buyer acquires a truth-or-noise signal w: with probability α the signal equals u, and with probability 1−α it is an independent draw from F. Because the parties are risk neutral, only the buyer's posterior mean
v≡αw+(1−α)u^
matters. Ex ante, v has the distribution function
G(v,α)≡F(αv−(1−α)u^).
The buyer chooses the informativeness α in an interval [α,αˉ]⊆(0,1) at a cost k(α) that is increasing, with k(α)=0 and k(αˉ)>0.
After observing v, the parties trade exactly when v>c and split the net surplus v−c according to their bargaining powers θs,θb∈(0,1), θs+θb=1. Anticipating this, the buyer chooses α to solve
α∈[α,αˉ]max Ub(α)=θbA(α,c)−k(α),A(α,c)=∫cvˉ(v−c)dG(v,α),(6)
where A(α,c) is the total ex ante surplus (7). A solution of (6) is written α∗; in general there may be several, and A∗(θb,c) denotes the set of all of them.
Two sets S,T⊆R are compared in the induced set order S⊑T when min(s,t)∈S and max(s,t)∈T for all s∈S, t∈T.
Formalization targets
Goal: Proposition 1 (p. 10)
Whenever the optimal sets compared are nonempty,
θb≤θb′ ⟹ A∗(θb,c)⊑A∗(θb′,c),
c≤c′≤u^ ⟹ A∗(θb,c)⊑A∗(θb,c′),u^≤c≤c′ ⟹ A∗(θb,c′)⊑A∗(θb,c).
The buyer's optimal information acquisition increases with its bargaining power, and first increases and then decreases with the seller's cost, turning at the prior mean u^.
Milestones
- Display (1), p. 7. G(v,α) is nondecreasing in α for v<u^ and nonincreasing for v>u^: the family rotates about u^.
- Display (2) and footnote 7, p. 8. The mean of v is u^ for every α, and α↦A(α,c) is nondecreasing.
- Proof of Proposition 1, p. 30. Integration by parts: Ub(α)=θb∫c∞[1−G(v,α)]dv−k(α).
- Proof of Proposition 1, p. 30. Ub has increasing differences in (α,θb).
- Proof of Proposition 1, p. 30. Ub has increasing differences in (α,c) for c≤u^ and decreasing differences for c≥u^.
- Topkis's theorem (Topkis 1998, Theorem 2.8.1), already proved on the platform and referenced.
Significance
The result. The first part of Proposition 1 says that a buyer with more bargaining power gathers more information, because it captures a larger share of the surplus that information creates. The second part is the less expected one: a higher seller cost shrinks the gains from trade, yet it raises the buyer's incentive to become informed as long as the cost is below the prior mean u^, and lowers it only beyond. Information is most valuable when trade is a close call. The paper's later results (Corollary 1, Propositions 2 and 3) build on this: since information acquisition responds to θb and c, the seller's equilibrium payoff need not increase in its own bargaining power or decrease in its cost. The paper also notes (p. 11) that the monotonicity in θb needs only that a higher α is a mean-preserving spread, which is why the statement is posed here for every prior with finite mean.
Formalizing it. The proposition is proved in the paper, in a short appendix argument that differentiates under the integral and appeals to Topkis's theorem. To our knowledge it has not been machine-checked. The mission produces a density-free formalization: the rotation property and the mean-preserving-spread property of the truth-or-noise family, the integration-by-parts identity for the expected positive part, and the two increasing-differences statements, which together with the already formalized Topkis theorem give the goal.
Difficulty
The paper's argument is first-order: it computes cross-partial derivatives such as ∂2Ub/∂c∂α=θb∂G(c,α)/∂α and reads off their signs. Without a density these derivatives need not exist, and the information cost k is assumed only increasing, so Ub need not be differentiable, concave or even continuous in α. The statements here are therefore in difference form, and the cross effects must be established as inequalities between integrals over different distributions of v.
The second obstacle is the shape of the comparative statics. Topkis's theorem gives a monotone optimal set in the induced set order on a parameter range where increasing differences hold, but the cost c has increasing differences only on (−∞,u^] and decreasing differences on [u^,∞). The referenced platform theorem, by contrast, asks for increasing differences on the whole product of the decision and parameter spaces, so it does not apply to Ub as it stands.
The obvious shortcut of picking a selection from the optimal set and proving it monotone does not work: the cross differences are only weakly positive (they vanish when c lies outside the support of v), so the strict version of Topkis's theorem does not apply, and two different maximizers need not be ordered.
Formalization scope
The prior is a probability measure μ on R with integrable identity and positive mean u^=∫wdμ. The paper's additional assumptions on F (continuous and differentiable, strictly positive density on a bounded support [u,uˉ]) and c∈(u,uˉ) are dropped: every statement is posed for all priors with finite mean and all real c, which implies the paper's case. F is ProbabilityTheory.cdf μ, and G is defined from it by the page's formula. The interval [α,αˉ] satisfies 0<α<αˉ<1; k is monotone on it with k(α)=0<k(αˉ); θb∈(0,1) in every statement.
The total ex ante surplus is defined as A(α,c)=∫max(αw+(1−α)u^−c,0)dμ(w), which is (7) after the change of variables v=αw+(1−α)u^. The bargaining stage is not modelled; the paper's reduction to (6) is built into Ub. The optimal level α∗ is the set of maximizers of Ub over [α,αˉ] (optSet), never a chosen element. "Increases" is the induced set order, and every comparison assumes both optimal sets nonempty, which is the paper's presumption that (6) has a solution.
Trivializing formalizations are ruled out: A is never given by a closed form or by the integration-by-parts expression (that identity is a milestone), α∗ is never defined by a formula or a threshold rule, and the nonemptiness hypotheses prevent the induced set order from holding vacuously on an empty optimal set.
The development reuses the platform definitions Supermodularity.Lattices.InducedSetOrder and Supermodularity.Monotonicity.IncreasingDifferencesOn and the proved theorem Supermodularity.Monotonicity.argmax_increasing_of_increasing_differences. The rotation and mean-preserving-spread lemmas for truth-or-noise signals, and the tail-integral identity E[(X−c)+]=∫c∞P(X>x)dx for integrable X, are reusable beyond this mission. Contributions of any of the milestones, of alternative proofs that avoid the integration by parts, and of the strict versions under the paper's density assumption are welcome.
Not posed in this mission: the benchmark (3)–(5), Corollary 1, Propositions 2–7, and the extensions of §4–§5.
Selected references
- L. Guo, Gathering Information before Negotiation, author's manuscript of 15 Feb 2022, SSRN 3930651. https://ssrn.com/abstract=3930651 ; published in Management Science (2022), https://doi.org/10.1287/mnsc.2022.4360
- D. M. Topkis, Supermodularity and Complementarity, Princeton University Press, 1998. https://doi.org/10.1515/9781400822539
- J. P. Johnson and D. P. Myatt, On the Simple Economics of Advertising, Marketing, and Product Design, American Economic Review 96(3), 756–784, 2006. https://doi.org/10.1257/aer.96.3.756