Document Detail

Choosing the path to bargaining power: an empirical comparison of BATNAs and contributions in negotiation.
MedLine Citation:
PMID:  15769245     Owner:  NLM     Status:  MEDLINE    
Although the negotiations literature identifies a variety of approaches for improving one's power position, the relative benefits of these approaches remain largely unexplored. The empirical study presented in this article begins to address this issue by examining how the size of the bargaining zone affects the relative benefit of an advantage in one's BATNA (i.e., having a better alternative than one's counterpart) versus contribution (i.e., contributing more to the relationship than one's counterpart) for negotiator performance. Results indicate that whereas BATNAs exerted a stronger effect on resource allocations than contributions when the bargaining zone was small, an advantage in contributions exerted a stronger effect on resource allocations than BATNAs when the bargaining zone was large. These findings provide needed insight and supporting evidence for how to alter one's power relationship in negotiation.
Peter H Kim; Alison R Fragale
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Publication Detail:
Type:  Clinical Trial; Journal Article; Randomized Controlled Trial    
Journal Detail:
Title:  The Journal of applied psychology     Volume:  90     ISSN:  0021-9010     ISO Abbreviation:  J Appl Psychol     Publication Date:  2005 Mar 
Date Detail:
Created Date:  2005-03-16     Completed Date:  2005-05-05     Revised Date:  -    
Medline Journal Info:
Nlm Unique ID:  0222526     Medline TA:  J Appl Psychol     Country:  United States    
Other Details:
Languages:  eng     Pagination:  373-81     Citation Subset:  IM    
Department of Management and Organization, University of Southern California, Los Angeles, CA 90089, USA.
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MeSH Terms
Analysis of Variance
Decision Making*
Dependency (Psychology)
Power (Psychology)*
Psychological Theory
Resource Allocation

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