Negotiating in Distributive Bargaining Scenarios: The Effect of Sharing One's Alternative. Issue 4 (4th July 2021)

• Record Type: Journal Article
• Authors: Bolkan, San; Goodboy, Alan K.
• Is Part Of: Communication studies. Volume 72:Issue 4(2021)
• Page Start: 720
• Page End: 733
• Publication Date: 2021-07-04
• Subjects: Dyadic mediation -- BATNA -- alternatives -- one-sided bargaining -- distributive bargaining -- power; Communication -- Periodicals; Oratory -- Periodicals; 302.205
• DOI: 10.1080/10510974.2021.1953101
• Languages: English
• ISSNs: 1051-0974

Abstract

ABSTRACT: This study examined negotiation outcomes following a distributive bargaining task where individuals communicated in dyads for the purchase of a hypothetical product. We used an experimental manipulation to examine the impact of sharing one's alternative on bargainers' final negotiated price both directly and indirectly through their partners' one-sided negotiation tactics. After negotiating, participants in 92 dyads reported their results and provided information about their communication behaviors while bargaining. Using a dyadic mediation model, results revealed that when Buyers shared their alternatives with Sellers, they settled for higher prices compared to when Buyers did not. This outcome was the function of a direct effect of sharing on the final price, and an indirect effect through Sellers' use of one-sided bargaining tactics.