Search Results - subject:"BATNA"

BATNAs in negotiation : common errors and three kinds of "no"

Sebenius, James K. - 2017

The best alternative to a negotiated agreement (“BATNA”) concept in negotiation has proven to be immensely useful. In … tandem with its value in practice, BATNA has become a wildly successful acronym (with more than14 million Google results …, early characterizations could be easily read to imply that one’s BATNA could not itself be a negotiated agreement. Second …

Persistent link: https://www.econbiz.de/10011876589

The power of phantom alternatives in negotiation : how what could be haunts what is

Pinkley, Robin L.; Conlon, Donald E.; Sawyer, John E.; … - In: Organizational behavior and human decision processes : … 151 (2019), pp. 34-48

Persistent link: https://www.econbiz.de/10012003020

Examining the role of BATNA in explaining EPA negotiation outcomes

Nyomakwa-Obimpeh, James - In: Journal of economic integration 32 (2017) 2, pp. 488-530

Persistent link: https://www.econbiz.de/10011670891

Blinded by power : untangling mixed results regarding power and efficiency in negotiation

Wong, Ricky S.; Howard, Susan - In: Group decision and negotiation 26 (2017) 2, pp. 215-245

Persistent link: https://www.econbiz.de/10011646887

Pay as much as you can afford: Counterpart's ability to pay and first offers in negotiation

Maaravi, Yossi; Pazy, Asya; Ganzach, Yoav - In: Judgment and Decision Making 6 (2011) 4, pp. 275-282

Three experiments investigated the relations between buyers' wealth or ability to pay (ATP) and sellers' first offers. Study 1 demonstrated a positive correlation between sellers' first offers and their perceptions of the buyer's ATP as well as its real economic power (indicated by the company's...

Persistent link: https://www.econbiz.de/10009151106

Bargaining zone distortion in negotiations : the elusive power of multiple alternatives

Schaerer, Michael; Loschelder, David D.; Swaab, Roderick I. - In: Organizational behavior and human decision processes : … 137 (2016), pp. 156-171

Persistent link: https://www.econbiz.de/10011619003

Yarn purchase at AmTex

Ahmad, M. Ghufran - In: Asian journal of management cases : AJMC 12 (2015) 2, pp. 158-163

Persistent link: https://www.econbiz.de/10011411245

SAME POWER BUT DIFFERENT GOALS: HOW DOES KNOWLEDGE OF OPPONENTSâ€™ POWER AFFECT NEGOTIATORS' ASPIRATION IN POWERASYMMETRIC NEGOTIATIONS?

Wong, Ricky S. - In: Global Journal of Business Research 8 (2014) 3, pp. 77-89

BATNA-asymmetries affects aspiration depends on which party has access to it. …

Persistent link: https://www.econbiz.de/10011205927

Same power but different goals : how does knowledge of opponents' power affect negotiators' aspiration in power-asymmetric negotiations?

Wong, Ricky S. - In: Global journal of business research : GJBR 8 (2014) 3, pp. 77-89

Persistent link: https://www.econbiz.de/10010361390

Algerien - Entwicklung Umwelt und Raum

Mueller-Wuensche, B.; Bahlburg, C. H.; Louafi, M. K. - In: Trialog : a journal for planning and building in a … 17 (1988), pp. 18-23

Persistent link: https://www.econbiz.de/10003478640