Beating the rival but losing the game: How the source of alternative offers alters behavior and outcomes in negotiation.
研究发现，当谈判对手拥有来自其竞争对手的替代性报价时，谈判者会更有动力达成协议以超越对手，从而提出更低的首轮报价，最终在协议中获取更少价值。
negotiators receive an alternative offer from-can significantly shape their negotiation behavior and outcomes. Specifically, we examine how negotiators' behavior changes when they face a counterpart who has an offer from their rival. Four studies demonstrate that this situation enhances negotiators' motivation to outperform their counterpart's alternative by reaching an agreement with the counterpart. This in turn leads the focal negotiator to make less aspirational first offers and eventually claim less value in final agreements. Our findings highlight the importance of considering the existing relationships among actors directly and indirectly involved in a negotiation, reveal a novel motive that can guide negotiators' behavior and outcomes, and uncover a previously unexplored negotiation strategy. (PsycInfo Database Record (c) 2024 APA, all rights reserved).