About: This study aims to deepen the understanding of the drivers of bargaining power in negotiations and in particular the role of best alternatives (BATNA) and time pressure. Previous experimental negotiation research mainly focused on the power of BATNA and the influence of the context on the negotiation outcome, raising the question as to whether BATNA is indeed the only relevant power lever in negotiations. Especially game theorists have shown that time-related costs have a decisive influence on negotiation outcomes. The study proposes a framework to actually measure and compare the relevance and force of different power levers in a simulated distributive buyer-seller negotiation. The results suggest that time pressure can be as influential as an alternative; however, students and professionals seem to react differently to power manipulations. Whereas the student sample was significantly influenced by time pressure but not by alternatives, the opposite could be observed in the professional group. The findings question the common belief that alternatives are the key driver of power in negotiations.   Goto Sponge  NotDistinct  Permalink

An Entity of Type : fabio:Abstract, within Data Space : wasabi.inria.fr associated with source document(s)

AttributesValues
type
value
  • This study aims to deepen the understanding of the drivers of bargaining power in negotiations and in particular the role of best alternatives (BATNA) and time pressure. Previous experimental negotiation research mainly focused on the power of BATNA and the influence of the context on the negotiation outcome, raising the question as to whether BATNA is indeed the only relevant power lever in negotiations. Especially game theorists have shown that time-related costs have a decisive influence on negotiation outcomes. The study proposes a framework to actually measure and compare the relevance and force of different power levers in a simulated distributive buyer-seller negotiation. The results suggest that time pressure can be as influential as an alternative; however, students and professionals seem to react differently to power manipulations. Whereas the student sample was significantly influenced by time pressure but not by alternatives, the opposite could be observed in the professional group. The findings question the common belief that alternatives are the key driver of power in negotiations.
subject
  • John von Neumann
  • Artificial intelligence
  • Business terms
  • Formal sciences
  • Game theory
  • Negotiation
  • Mathematical economics
  • Dispute resolution
part of
is abstract of
is hasSource of
Faceted Search & Find service v1.13.91 as of Mar 24 2020


Alternative Linked Data Documents: Sponger | ODE     Content Formats:       RDF       ODATA       Microdata      About   
This material is Open Knowledge   W3C Semantic Web Technology [RDF Data]
OpenLink Virtuoso version 07.20.3229 as of Jul 10 2020, on Linux (x86_64-pc-linux-gnu), Single-Server Edition (94 GB total memory)
Data on this page belongs to its respective rights holders.
Virtuoso Faceted Browser Copyright © 2009-2025 OpenLink Software