The Moderating Effects of Negotiators’ Time Pressure and Trust Between BATNA and Information Sharing

• Main Authors: Ying-Hsuan Wu, 吳盈萱
• Other Authors: Kuo-Chung Chang
• Format: Others
• Language: zh-TW
• Published: 2011
• Online Access: http://ndltd.ncl.edu.tw/handle/37221704142790919848

碩士 === 國立東華大學 === 國際企業學系 === 99 === The degree of negotiator’s BATNA(Best Alternative To a Negotiation Agreement) will effect the reservation price and personal interest. A better BATNA will increase your negotiating power. Fisher and Ury (1981) indicated that BATNAs are critical to negotiation because you cannot make a wise decision about whether to accept a negotiated agreement unless you know what your alternatives are. The objective of this study is about when seller have the BATNA, do they willing to share the negotiation information to the opponent. Some studies suggest that trust and time pressure effect on negotiation processing in business negotiation. Consequently, this research used the trust and time pressure as the moderators. There were 472 valid samples collected from web-based questionnaires. Descriptive statistics and hierarchical regression analysis was used to analyze data. The results indicated that: (1) The time pressure and trust effect on negotiation strategy and negotiation behavior; (2) When the negotiator under high time pressure and high degree trust, the negotiator will use integrative negotiation; (3) When the negotiator under low time pressure and doesn’t trust the other party, the negotiator will use distribution negotiation.