Priming the weak negotiator to feel powerful in an integrative asymmetric batna negotiation

Abstract

Power asymmetries are present in most negotiations, and power influences economic outcomes in negotiations. The most common way to manipulate power asymmetries in negotiation experiments is through BATNA, Best Alternative To Negotiated Agreement. Research has shown that individuals with a stronger BATNA claim higher economic outcomes than their counterpart´s. Another used tool in manipulating power is through priming one party to feel powerful prior to the negotiation, and this manipulation has also indicated higher economic value claiming for the individual being primed to feel powerful in BATNA symmetric negotiations. This study includes three experiments, and investigates both individual outcomes across roles, and joint outcomes across experiments, as well as subjective outcomes. The study investigates whether priming a negotiator with weaker BATNA than their counterpart to feel powerful, can leverage the advantage of the individual with the stronger BATNA. Furthermore, whether knowledge (perceived power) or no knowledge (potential power) about BATNA asymmetries between the negotiators influence the economic outcome of the individual being primed to feel powerful. The results for this study indicate a small increase for the weak negotiators being primed to feel powerful (M = 7753.33, SD = 2024.80) in comparison to the weak negotiators who were not primed (M = 7716.67, SD = 2395.84) in asymmetric BATNA negotiations with perceived power. However, none of the results found showed to be statistically significant. Joint outcome scores across experiments show that negotiations without knowledge (potential power) about the BATNA asymmetries scored higher (M = 16506.67, SD = 2454.40) than negotiations with knowledge (perceived power) about the BATNA asymmetries (M = 15793.33, SD = 2454.82). However, none of the results found showed to be statistically significant. The results and the limitations of the study are discussed, and future research is outlined.