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Arunachalam, Vairam; Dilla, William N.; Shelley, Marjorie K.; Chan, Chris

doi:10.1023/a:1008606709761

Cited by 6 publications

(1 citation statement)

References 29 publications

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“…Equally well known are approaching deadlines [32,50,51,60]. Additionally, time pressure can arise from threats [73], intervention of third parties [3] or the value of other opportunities for negotiators [12]. While people certainly react differently to time pressure, it is assumed that three strategies to cope with it are applied: 1) Acceleration -To accelerate information processing, 2) Filtration -To only select information perceived as important for processing, and 3) Omission -To use cognitive heuristics and apply a damage minimization strategy [9,31,33,38,76,87].…”

Section: Time In Negotiationmentioning

confidence: 99%

Alternatives vs. Time – Measuring the Force of Distinct Sources of Bargaining Power

Dahlen

Eichstädt

2020

Lecture Notes in Business Information Processing

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This study aims to deepen the understanding of the drivers of bargaining power in negotiations and in particular the role of best alternatives (BATNA) and time pressure. Previous experimental negotiation research mainly focused on the power of BATNA and the influence of the context on the negotiation outcome, raising the question as to whether BATNA is indeed the only relevant power lever in negotiations. Especially game theorists have shown that time-related costs have a decisive influence on negotiation outcomes. The study proposes a framework to actually measure and compare the relevance and force of different power levers in a simulated distributive buyer-seller negotiation. The results suggest that time pressure can be as influential as an alternative; however, students and professionals seem to react differently to power manipulations. Whereas the student sample was significantly influenced by time pressure but not by alternatives, the opposite could be observed in the professional group. The findings question the common belief that alternatives are the key driver of power in negotiations.

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Section: Time In Negotiationmentioning

confidence: 99%

Alternatives vs. Time – Measuring the Force of Distinct Sources of Bargaining Power

Dahlen

Eichstädt

2020

Lecture Notes in Business Information Processing

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Blinded by Power: Untangling Mixed Results Regarding Power and Efficiency in Negotiation

Wong

Howard

2016

Group Decis Negot

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Overcoming judgmental biases in negotiations: A scenario-based survey analysis on third party direct intervention

Caputo

2016

Journal of Business Research

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In many business negotiations, negotiators fail to identify and consequently exploit the integrative potential that underlies their interests and positions, due to cognitive biases preventing clear information processing. Such biases can be overcome through the intervention of external parties. This study explores perceptions of a new form of external intervention un negotiations to overcome cognitive biases and reach integrative agreements: third party direct intervention. This study contributes first to the understanding of challenges and solutions to reaching integrative agreements; second, to increasing knowledge about individual differences in negotiation; third, to developing a novel methodological approach to study negotiations by creating and validating a case scenario using vignettes. Based on data collected from a sample of fifty-six experienced managers, findings show that this form of intervention increased the creation of value, fairness and the likelihood of reaching an agreement. Individual differences were found in terms of personality traits, gender, and education.

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Untitled

Cited by 6 publications

References 29 publications

Alternatives vs. Time – Measuring the Force of Distinct Sources of Bargaining Power

Alternatives vs. Time – Measuring the Force of Distinct Sources of Bargaining Power

Blinded by Power: Untangling Mixed Results Regarding Power and Efficiency in Negotiation

Overcoming judgmental biases in negotiations: A scenario-based survey analysis on third party direct intervention

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