ALTERNATIVES TO HAVING A BATNA IN DYADIC NEGOTIATION: THE INFLUENCE OF GOALS, SELF‐EFFICACY, AND ALTERNATIVES ON NEGOTIATED OUTCOMES
- 1 February 1996
- journal article
- Published by Emerald in International Journal of Conflict Management
- Vol. 7 (2), 121-138
- https://doi.org/10.1108/eb022778
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.Keywords
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