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

• Main Author: SCHAERER, Michael
• Format: text
• Language: English
• Published: Institutional Knowledge at Singapore Management University 2015
• Subjects: Organizational Behavior and Theory
• Online Access: https://ink.library.smu.edu.sg/lkcsb_research/5783
• Institution: Singapore Management University

Negotiators have a natural preference for more over fewer alternatives. After all, alternatives seem to provide the necessary leverage to achieve superior negotiation outcomes (Study 1). The present research shows that although negotiating with multiple alternatives makes negotiators feel more power...