Choosing the path to bargaining power: an empirical comparison of BATNAs and contributions in negotiation.

  title={Choosing the path to bargaining power: an empirical comparison of BATNAs and contributions in negotiation.},
  author={Peter H. Kim and Alison R. Fragale},
  journal={The Journal of applied psychology},
  volume={90 2},
Although the negotiations literature identifies a variety of approaches for improving one's power position, the relative benefits of these approaches remain largely unexplored. The empirical study presented in this article begins to address this issue by examining how the size of the bargaining zone affects the relative benefit of an advantage in one's BATNA (i.e., having a better alternative than one's counterpart) versus contribution (i.e., contributing more to the relationship than one's… CONTINUE READING

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