Abstract
Negotiators with a BATNA (best alternative to the negotiated agreement) obtain higher individual outcomes and a larger percentage of the dyadic outcomes than individuals without a BATNA. This study examined if three mechanisms related to a BATNA, an alternative, a specific goal, and self-efficacy, independently or in combination, influence outcomes. Six of the eight combinations resulted in higher individual outcomes. An alternative coupled with a goal or self-efficacy resulted in a higher percent of dyadic outcomes and higher impasse rates.
Original language | English (US) |
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Pages (from-to) | 121-138 |
Number of pages | 18 |
Journal | International Journal of Conflict Management |
Volume | 7 |
Issue number | 2 |
DOIs | |
State | Published - Jan 1 1996 |
Externally published | Yes |
ASJC Scopus subject areas
- Communication
- Strategy and Management
- Management of Technology and Innovation