Joachim Henkel and Alexander Hoffmann

We study how the structure of negotiations in a value chain affects the distribution of value among its members. To this end, we generalize the Shapley value and the core to hierarchical bargaining situations. While the core yields no concrete predictions, the Shapley value analysis suggests that positions most conducive to value capture are those that allow to realize large complementarity gains. If the game exhibits “supercomplementarity,” then it is advantageous if a firm’s negotiation partners are grouped into clusters. Using examples from the aircraft and white goods industries, we assess whether the firms’ actions are consistent with model predictions.