Helping Agricultural Managers Bargain for Better Sales Prices

Christopher T. Bastian, Bree Thompson, Chian J. Ritten, Steven Smutko, Vardges Hovhannisyan and Amy M. Nagler

Journal of the ASFMRA, 2026, vol. 2026

Abstract: A large percentage of agricultural commodity sales are transacted via private negotiation. Research suggests sellers are disadvantaged when negotiating because of the lack of information on private transactions and risks they face, especially after incurring production costs. Finding ways to better seller outcomes is important for their financial welfare and overall market efficiency. We examine what bargaining strategies offer the most promise for improving seller outcomes. Our results indicate encouraging sellers to make the first move with a high offer—and making small concessions during negotiation—best helps them improve sale price. Additionally having an alternative sale outlet if the current negotiation fails improves their outcome.

Keywords: Farm Management; Marketing (search for similar items in EconPapers)
Date: 2026
References: Add references at CitEc
Citations:

Downloads: (external link)
https://ageconsearch.umn.edu/record/410253/files/0 ... _2026_Journal_vF.pdf (application/pdf)

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:ags:jasfmr:410253

DOI: 10.22004/ag.econ.410253

Access Statistics for this article

More articles in Journal of the ASFMRA from American Society of Farm Managers and Rural Appraisers Contact information at EDIRC.
Bibliographic data for series maintained by AgEcon Search ().