Alternatives to having a BATNA in dyadic negotiation: The influence of goals, self-efficacy, and alternatives on negotiated outcomes

Negotiators with a BATNA (best alternative to the negotiated agreement) obtain higher individual outcomes and a larger percentage of the dyadic outcomes than individuals without a BATNA. This study examined if three-mechanisms related to a BATNA, an alternative, a specific goal, and self-efficacy, independently or in combination, influence outcomes. Sh of the eight combinations resulted in higher individual outcomes. An alternative coupled with a goal or self-efficacy resulted in a higher percent of dyadic outcomes and higher impasse rates.