Alternatives to having a batna in dyadic negotiation: The influence of goals, self-efficacy, and alternatives on negotiated outcomes

Joan F. Brett; Robin L. Pinkley; Ellen F. Jackofsky

doi:10.1108/eb022778

Alternatives to having a batna in dyadic negotiation: The influence of goals, self-efficacy, and alternatives on negotiated outcomes

Joan F. Brett, Robin L. Pinkley, Ellen F. Jackofsky

Research output: Contribution to journal › Article › peer-review

50 Scopus citations

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)
Pages (from-to)	121-138
Number of pages	18
Journal	International Journal of Conflict Management
Volume	7
Issue number	2
DOIs	https://doi.org/10.1108/eb022778
State	Published - Jan 1 1996
Externally published	Yes

ASJC Scopus subject areas

Communication
Strategy and Management
Management of Technology and Innovation

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Alternatives to having a batna in dyadic negotiation: The influence of goals, self-efficacy, and alternatives on negotiated outcomes

Abstract

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