In each case, the relative cost of postponing the purchase for buyer and seller determines the intensity of competition between the [past and future] selves of the seller. If the buyer has a lower cost of postponing the purchase (delay, making do with an interior model) than the seller (inventory, staff salaries) the buyer has the bargaining power.
Rakesh V. Vohra, Principles of Pricing: An Analytical Approach
2012, bargaining, buyer-behavior, competing-with-yourself, competition, credibility, discount-price, economics, pricing