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 journalArticle

40 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 languageEnglish (US)
Pages (from-to)121-138
Number of pages18
JournalInternational Journal of Conflict Management
Volume7
Issue number2
DOIs
StatePublished - Jan 1 1996
Externally publishedYes

ASJC Scopus subject areas

  • Communication
  • Strategy and Management
  • Management of Technology and Innovation

Fingerprint Dive into the research topics of 'Alternatives to having a batna in dyadic negotiation: The influence of goals, self-efficacy, and alternatives on negotiated outcomes'. Together they form a unique fingerprint.

  • Cite this