Multi-period bargaining: asymmetric information and risk aversion

A two period bargaining model with asymmetric information is considered. An uninformed seller charges a uniform price to two buyers. A risk averse seller offers a larger price cut in period two when one buyer remains in the market than when two buyers remain. The price in period one is sensitive to the number of buyers and the seller's degree of risk aversion. The initial price charged to a single buyer may be higher or lower than the price charged to two buyers, depending on the degree of seller risk aversion. (C) 2001 Elsevier Science B.V. All rights reserved.