Download this Paper Open PDF in Browser

Bargaining Power as Threat of Impasse

6 Pages Posted: 14 Mar 2004  

Russell B. Korobkin

UCLA School of Law

Date Written: February 2004

Abstract

This brief essay, written for a symposium on The Emerging Interdisciplinary Cannon of Negotiation, argues that bargaining power stems entirely from the negotiator's ability to, explicitly or implicitly, make a single threat credibly: "I will walk away from the negotiating table without agreeing to a deal if you do not give me what I demand." The source of the ability to make such a threat, and, therefore, the source of bargaining power, is the ability to project that he has a desirable alternative to reaching an agreement, often referred to as a "BATNA." The essay elaborates on this claim.

Suggested Citation

Korobkin, Russell B., Bargaining Power as Threat of Impasse (February 2004). UCLA School of Law, Law & Economics Research Paper No. 04-6. Available at SSRN: https://ssrn.com/abstract=516066 or http://dx.doi.org/10.2139/ssrn.516066

Russell B. Korobkin (Contact Author)

UCLA School of Law ( email )

385 Charles E. Young Dr. East
Room 1242
Los Angeles, CA 90095-1476
United States
310-825-1994 (Phone)
310-206-7010 (Fax)

Paper statistics

Downloads
622
Rank
34,639
Abstract Views
3,927