Bargaining Power – Measuring it’s Drivers and Consequences in Negotiations

Eichstädt, Tilman; Hotait, Ali; Dahlen, Niklas

doi:10.1007/978-3-319-52624-9_7

Cited by 2 publications

(4 citation statements)

References 18 publications

Supporting

Mentioning

Contrasting

Order By: Relevance

“…The use of rejection tactics may reflect greater power -a seller or buyer who perceives that she has better alternatives may be more inclined to reject knowing that she can more easily walk away. We also did not consider or control for other relevant sources of negotiation power, such as information, time, status, or outside threatening potential (Eichstädt, Hotait, and Dahlen 2017;Galinsky, Schaerer, and Magee 2017).…”

Section: Discussion and Theoretical Implicationsmentioning

confidence: 99%

Buyer and Seller Differences in Business‐to‐Business Negotiations

Sigurdardottir

Hotait²,

Eichstädt

2019

Negotiation Journal

Self Cite

View full text Add to dashboard Cite

The purpose of this article is twofold: first, to examine the differences between buyers' and sellers' use of negotiation tactics in face‐to‐face business‐to‐business (B2B) negotiations and second, to explore how negotiators' professed negotiation styles influence buyers' and sellers' use of tactics. The methodology is a multiple case study analysis of eighteen negotiators representing twelve companies in six real‐life buyer–seller negotiations in B2B settings analyzed using qualitative research methods, including both comparative analysis and frequency analysis. We found some difference between buyers' and sellers' use of negotiation tactics, which suggests this question deserves further empirical study. Buyers' and sellers' use of specific tactics differs according to which overall strategy the negotiators chose, and sellers generally use a greater number of negotiation tactics than buyers. The findings challenge previous findings that suggest that B2B negotiations are collaborative and that negotiators communicate in a collaborative manner. The findings also increase our understanding of buyers' and sellers' variable use of tactics in the course of everyday practice as well as the interplay between negotiation tactics and strategies.

show abstract

Section: Discussion and Theoretical Implicationsmentioning

confidence: 99%

Buyer and Seller Differences in Business‐to‐Business Negotiations

Sigurdardottir

Hotait²,

Eichstädt

2019

Negotiation Journal

Self Cite

View full text Add to dashboard Cite

show abstract

“…Prior to the negotiation, the setup was tested with several dyads with students from HHL Leipzig Graduate School of Management in order to calibrate the time cost and the alternative. Generally, the setting followed an experiment conducted by Eichstädt et al [18] who applied different power manipulations in executive training programs in the automotive sector. In contrast to the earlier experiments, the following experiment tested more significant manipulations of time costs and compared the negotiation outcome of having increased time costs with having a BATNA.…”

Section: Methodsmentioning

confidence: 99%

“…[2, p. 11]. However, recently several authors have looked into the variety of sources of negotiation power and their respective interdependency [6,18,27,37]. At the same time, we are observing a period where negotiation experts are increasingly concerned with the abuse of power negotiations by international politicians.…”

Section: Introductionmentioning

confidence: 99%

“…Howard Raiffa is regarded to be the first to establish a comprehensive and cross-disciplinary approach to negotiation research [65,66] where he identified time and information as potential sources of power alongside the importance of alternatives. Building upon this, Eichstädt et al [18] very recently provided a first approach to compare drivers of negotiation power. In parallel, Galinsky et al [27] added status and social capital to the list of potential negotiation power drivers.…”

Section: Introductionmentioning

confidence: 99%

See 1 more Smart Citation

Alternatives vs. Time – Measuring the Force of Distinct Sources of Bargaining Power

Dahlen

Eichstädt

2020

Lecture Notes in Business Information Processing

Self Cite

View full text Add to dashboard Cite

This study aims to deepen the understanding of the drivers of bargaining power in negotiations and in particular the role of best alternatives (BATNA) and time pressure. Previous experimental negotiation research mainly focused on the power of BATNA and the influence of the context on the negotiation outcome, raising the question as to whether BATNA is indeed the only relevant power lever in negotiations. Especially game theorists have shown that time-related costs have a decisive influence on negotiation outcomes. The study proposes a framework to actually measure and compare the relevance and force of different power levers in a simulated distributive buyer-seller negotiation. The results suggest that time pressure can be as influential as an alternative; however, students and professionals seem to react differently to power manipulations. Whereas the student sample was significantly influenced by time pressure but not by alternatives, the opposite could be observed in the professional group. The findings question the common belief that alternatives are the key driver of power in negotiations.

show abstract

Bargaining Power – Measuring it’s Drivers and Consequences in Negotiations

Cited by 2 publications

References 18 publications

Buyer and Seller Differences in Business‐to‐Business Negotiations

Buyer and Seller Differences in Business‐to‐Business Negotiations

Alternatives vs. Time – Measuring the Force of Distinct Sources of Bargaining Power

Contact Info

Product

Resources

About