Abstract

http://ssrn.com/abstract=1805025
 
 

References (42)



 


 



Countering Negotiation Power Asymmetries with the Adjusted Winner Algorithm?


Katrin Bloch


University of Kassel - Dialog Marketing Competence Center (DMCC)

Ralf Wagner


University of Kassel - Dialog Marketing Competence Center (DMCC)

March 7, 2011


Abstract:     
Despite considerable interest in the improvement of negotiation results, commercial negotiations rarely follow formal negotiation procedures. This study investigates the relationship between bargaining power shift and success in a formalized negotiation experiment. Results of an experiment that addresses issue authority as a proxy of bargaining power show that differences in issue authority allocation significantly affect negotiation success. In scenarios with substantial differences in bargaining power, particularly female and mixed dyads failed to achieve a mutually satisfactory result. This study investigates whether mathematical negotiation procedures will guide the parties to an efficient negotiation result and thus dilute these differences. Results show that (a) an increase in issue authority for one of the two parties does not necessarily lead to an increase in negotiation efficiency and (b) the use of mathematical formal negotiation procedures eminently improves the results and helps to overcome the difficulty of unsatisfying results. These differences demonstrate that bargaining power in commercial negotiations does not compensate for insufficient negotiation skill or effort. On the contrary, unbalanced bargaining power decreases the likelihood of success.

Number of Pages in PDF File: 19

Keywords: Power and Status in Conflict, Negotiation Processes, Games and Social Dilemmas

JEL Classification: C7

working papers series


Download This Paper

Date posted: April 9, 2011  

Suggested Citation

Bloch, Katrin and Wagner, Ralf, Countering Negotiation Power Asymmetries with the Adjusted Winner Algorithm? (March 7, 2011). Available at SSRN: http://ssrn.com/abstract=1805025 or http://dx.doi.org/10.2139/ssrn.1805025

Contact Information

Katrin Bloch (Contact Author)
University of Kassel - Dialog Marketing Competence Center (DMCC) ( email )
Mönchebergstr.1
Kassel, DE 34125
Germany
HOME PAGE: http://cms.uni-kassel.de/unicms/index.php?id=fb7_ibwl_wagner
Ralf Wagner
University of Kassel - Dialog Marketing Competence Center (DMCC) ( email )
Mönchebergstr.1
Kassel, DE 34125
Germany
Feedback to SSRN


Paper statistics
Abstract Views: 730
Downloads: 81
Download Rank: 181,442
References:  42

© 2014 Social Science Electronic Publishing, Inc. All Rights Reserved.  FAQ   Terms of Use   Privacy Policy   Copyright   Contact Us
This page was processed by apollo7 in 0.329 seconds