Bargaining zone distortion in negotiations: The elusive power of multiple alternatives

Bargaining zone distortion in negotiations: The elusive power of multiple alternatives

We challenge the assumption that having multiple alternatives is always better than a single alternative by showing that negotiators who have additional alternatives ironically exhibit downward-biased perceptions of their own and their opponent’s reservation price, make lower demands, and achieve wo...

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Bibliographic Details
Main Authors: SCHAERER, Michael, LOSCHELDER, David D., SWAAB, Roderick I.
Format: text
Language:English
Published: Institutional Knowledge at Singapore Management University 2016
Subjects:
Negotiations
Alternatives
Multiple alternatives
BATNA
Bargaining zone
First offer
Power
Anchoring
Scale distortion
Organizational Behavior and Theory
Organization Development
Online Access:https://ink.library.smu.edu.sg/lkcsb_research/5167
https://ink.library.smu.edu.sg/context/lkcsb_research/article/6166/viewcontent/Schaerer__Loschelder____Swaab_OBHDP2016_multiple_alternatives.pdf
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Institution: Singapore Management University
Language: English

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https://ink.library.smu.edu.sg/lkcsb_research/5167
https://ink.library.smu.edu.sg/context/lkcsb_research/article/6166/viewcontent/Schaerer__Loschelder____Swaab_OBHDP2016_multiple_alternatives.pdf

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