Expectations of Future Negotiation Interactions on BATNAs, Perceived Power and Anchors

17 Pages Posted: 30 Aug 2018

See all articles by Clint Purtell

Clint Purtell

Oklahoma State University - Stillwater

Date Written: August 15, 2018

Abstract

Research is proposed that is counter to mainstream thought and extent research relative to BATNAs (best alternatives to negotiated agreements) and anchors, but that continues the research of Schaerer et al. (2015). A series of negotiation experiments will be conducted that manipulate the value of negotiators’ BATNAs (best alternatives to negotiated agreements) and conditions of the existence of EFNI (expectations of future negotiation interaction), requiring respondents to establish anchor offers (first offers) after each manipulation. Respondents’ perception of their own power is measured after each anchor offer presented, and the differences in anchor value in the no-EFNI and EFNI conditions will be measured, accordingly, in order to determine the effect on anchors. It is hypothesized that EFNI provides negotiators with higher self-perceived power, resulting in higher anchor offer values.

Keywords: BATNA, Perceived Power, Negotiation, Anchor value

Suggested Citation

Purtell, Clint, Expectations of Future Negotiation Interactions on BATNAs, Perceived Power and Anchors (August 15, 2018). 2018 Engaged Management Scholarship Conference: Philadelphia, PA. Available at SSRN: https://ssrn.com/abstract=3240822 or http://dx.doi.org/10.2139/ssrn.3240822

Clint Purtell (Contact Author)

Oklahoma State University - Stillwater ( email )

Stillwater, OK 74078-0555
United States

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