Abstract
ABSTRACT This study examined negotiation outcomes following a distributive bargaining task where individuals communicated in dyads for the purchase of a hypothetical product. We used an experimental manipulation to examine the impact of sharing one’s alternative on bargainers’ final negotiated price both directly and indirectly through their partners’ one-sided negotiation tactics. After negotiating, participants in 92 dyads reported their results and provided information about their communication behaviors while bargaining. Using a dyadic mediation model, results revealed that when Buyers shared their alternatives with Sellers, they settled for higher prices compared to when Buyers did not. This outcome was the function of a direct effect of sharing on the final price, and an indirect effect through Sellers’ use of one-sided bargaining tactics.
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