{"status":"ok","message-type":"work","message-version":"1.0.0","message":{"indexed":{"date-parts":[[2025,3,25]],"date-time":"2025-03-25T14:17:55Z","timestamp":1742912275932,"version":"3.40.3"},"publisher-location":"Cham","reference-count":89,"publisher":"Springer International Publishing","isbn-type":[{"type":"print","value":"9783030486402"},{"type":"electronic","value":"9783030486419"}],"license":[{"start":{"date-parts":[[2020,1,1]],"date-time":"2020-01-01T00:00:00Z","timestamp":1577836800000},"content-version":"tdm","delay-in-days":0,"URL":"http:\/\/www.springer.com\/tdm"},{"start":{"date-parts":[[2020,1,1]],"date-time":"2020-01-01T00:00:00Z","timestamp":1577836800000},"content-version":"vor","delay-in-days":0,"URL":"http:\/\/www.springer.com\/tdm"}],"content-domain":{"domain":["link.springer.com"],"crossmark-restriction":false},"short-container-title":[],"published-print":{"date-parts":[[2020]]},"DOI":"10.1007\/978-3-030-48641-9_5","type":"book-chapter","created":{"date-parts":[[2020,5,12]],"date-time":"2020-05-12T10:24:19Z","timestamp":1589279059000},"page":"56-72","update-policy":"https:\/\/doi.org\/10.1007\/springer_crossmark_policy","source":"Crossref","is-referenced-by-count":0,"title":["Alternatives vs. Time \u2013 Measuring the Force of Distinct Sources of Bargaining Power"],"prefix":"10.1007","author":[{"ORCID":"https:\/\/orcid.org\/0000-0003-1134-4872","authenticated-orcid":false,"given":"Niklas","family":"Dahlen","sequence":"first","affiliation":[],"role":[{"role":"author","vocabulary":"crossref"}]},{"ORCID":"https:\/\/orcid.org\/0000-0002-9555-940X","authenticated-orcid":false,"given":"Tilman","family":"Eichst\u00e4dt","sequence":"additional","affiliation":[],"role":[{"role":"author","vocabulary":"crossref"}]}],"member":"297","published-online":{"date-parts":[[2020,5,13]]},"reference":[{"issue":"1","key":"5_CR1","doi-asserted-by":"publisher","first-page":"33","DOI":"10.1287\/orsc.1040.0102","volume":"16","author":"WL Adair","year":"2005","unstructured":"Adair, W.L., Brett, J.M.: The negotiation dance: time, culture, and behavioral sequences in negotiation. Organ. Sci. 16(1), 33\u201351 (2005). https:\/\/doi.org\/10.1287\/orsc.1040.0102","journal-title":"Organ. Sci."},{"issue":"4","key":"5_CR2","doi-asserted-by":"publisher","first-page":"487","DOI":"10.1108\/JBIM-11-2015-0233","volume":"32","author":"H Agndal","year":"2007","unstructured":"Agndal, H., \u00c5ge, L., Eklinder-Frick, J.: Two decades of business negotiation research: an overview and suggestions for future studies. J. Bus. Ind. Mark. 32(4), 487\u2013504 (2007). https:\/\/doi.org\/10.1108\/JBIM-11-2015-0233","journal-title":"J. Bus. Ind. Mark."},{"issue":"2","key":"5_CR3","doi-asserted-by":"publisher","first-page":"81","DOI":"10.1023\/A:1008606709761","volume":"7","author":"V Arunachalam","year":"1998","unstructured":"Arunachalam, V., Dilla, W., Shelley, M., Chan, C.: Market alternatives, third party intervention, and third party informedness in negotiation. Group Decis. Negot. 7(2), 81\u2013107 (1998). https:\/\/doi.org\/10.1023\/A:1008606709761","journal-title":"Group Decis. Negot."},{"issue":"2","key":"5_CR4","doi-asserted-by":"publisher","first-page":"219","DOI":"10.1177\/001979398103400204","volume":"34","author":"SB Bacharach","year":"1981","unstructured":"Bacharach, S.B., Lawler, E.J.: Power and tactics in bargaining power and tactics in bargaining. Labor Relat. Rev. 34(2), 219\u2013233 (1981)","journal-title":"Labor Relat. Rev."},{"key":"5_CR5","doi-asserted-by":"publisher","unstructured":"Bazerman, M.H., Magliozzi, T., Neale, M.A.: Integrative bargaining in a competitive market. Organ. Behav. Hum. Decis. Process. 35(3), 294\u2013313 (1985). https:\/\/doi.org\/10.1016\/0749-5978(85)90026-3","DOI":"10.1016\/0749-5978(85)90026-3"},{"issue":"2","key":"5_CR6","doi-asserted-by":"publisher","first-page":"121","DOI":"10.1108\/eb022778","volume":"7","author":"JF Brett","year":"1996","unstructured":"Brett, J.F., Pinkley, R.L., Jackofsyk, E.F.: Alternatives to having a BATNA in dyadic negotiation: the influence of goals, self-efficacy, and alternatives on negotiated outcomes. Int. J. Confl. Manag. 7(2), 121\u2013138 (1996). https:\/\/doi.org\/10.1108\/eb022778","journal-title":"Int. J. Confl. Manag."},{"issue":"4","key":"5_CR7","doi-asserted-by":"publisher","first-page":"321","DOI":"10.1007\/s10726-007-9097-3","volume":"17","author":"M Buelens","year":"2008","unstructured":"Buelens, M., Van De Woestyne, M., Mestdagh, S., Bouckenooghe, D.: Methodological issues in negotiation research: a state-of-the-art-review. Group Decis. Negot. 17(4), 321\u2013345 (2008). https:\/\/doi.org\/10.1007\/s10726-007-9097-3","journal-title":"Group Decis. Negot."},{"issue":"4","key":"5_CR8","doi-asserted-by":"publisher","first-page":"636","DOI":"10.1177\/0022002786030004003","volume":"30","author":"PJD Carnevale","year":"1986","unstructured":"Carnevale, P.J.D., Lawler, E.J.: Time pressure and the development of integrative agreements in bilateral negotiations. J. Conflict Resolut. 30(4), 636\u2013659 (1986)","journal-title":"J. Conflict Resolut."},{"key":"5_CR9","doi-asserted-by":"publisher","first-page":"117","DOI":"10.1007\/978-1-4757-6846-6_8","volume-title":"Time Pressure and Stress in Human Judgment and Decision Making","author":"PJ Carenevale","year":"1993","unstructured":"Carenevale, P.J., O\u2019Connor, K.M., McCusker, C.: Time pressure in negotiation and mediation. In: Svenson, O., Maule, A.J. (eds.) Time Pressure and Stress in Human Judgment and Decision Making, pp. 117\u2013127. Springer, Boston (1993). https:\/\/doi.org\/10.1007\/978-1-4757-6846-6_8"},{"key":"5_CR10","volume-title":"Methods of Negotition Reserch","author":"PJD Carnevale","year":"2006","unstructured":"Carnevale, P.J.D., De Dreu, G.K.W.: Methods of Negotition Reserch. Martinus Nijhoff Publishers, Leiden (2006)"},{"key":"5_CR11","volume-title":"Handbook of Conflict Management Research","author":"DE Conlon","year":"2014","unstructured":"Conlon, D.E., Pinkley, R.L., Sawyer, J.E.: Getting something out of nothing: Reaping or resisting the power of a phantom BATNA. In: Ayoko, O.B., Ashkanasy, N.M., Jehn, K.A. (eds.) Handbook of Conflict Management Research. Edward Elgar Publishing, Cheltenham (2014)"},{"key":"5_CR12","unstructured":"Cross, J.: A theory of the bargaining process. Am. Econ. Rev. 55(1), 67\u201394 (1965). http:\/\/www.jstor.org\/stable\/10.2307\/1816177"},{"issue":"1","key":"5_CR13","doi-asserted-by":"publisher","first-page":"5","DOI":"10.1111\/nejo.12274","volume":"35","author":"J Cutcher-Gershenfeld","year":"2019","unstructured":"Cutcher-Gershenfeld, J., Druckman, D., Manwaring, M., Menkel-Meadow, C., Waters, N.J.: Negotiation and conflict resolution in the age of Trump. Negot. J. 35(1), 5\u20138 (2019)","journal-title":"Negot. J."},{"issue":"3","key":"5_CR14","doi-asserted-by":"publisher","first-page":"201","DOI":"10.1002\/bs.3830020303","volume":"2","author":"R Dahl","year":"1957","unstructured":"Dahl, R.: The concept of power. Behav. Sci. 2(3), 201 (1957). https:\/\/doi.org\/10.1002\/bs.3830020303","journal-title":"Behav. Sci."},{"issue":"2","key":"5_CR15","doi-asserted-by":"publisher","first-page":"218","DOI":"10.1108\/JBIM-10-2014-0210","volume":"32","author":"F D\u2019Amico","year":"2017","unstructured":"D\u2019Amico, F., Mogre, R., Clarke, S., Lindgreen, A., Hingley, M.: How purchasing and supply management practices affect key success factors: the case of the offshore-wind supply chain. J. Bus. Ind. Mark. 32(2), 218\u2013226 (2017). https:\/\/doi.org\/10.1108\/JBIM-10-2014-0210","journal-title":"J. Bus. Ind. Mark."},{"issue":"2","key":"5_CR16","doi-asserted-by":"publisher","first-page":"280","DOI":"10.1016\/S0749-5978(03)00022-0","volume":"91","author":"CKW De Dreu","year":"2003","unstructured":"De Dreu, C.K.W.: Time pressure and closing of the mind in negotiation. Organ. Behav. Hum. Decis. Process. 91(2), 280\u2013295 (2003)","journal-title":"Organ. Behav. Hum. Decis. Process."},{"issue":"1","key":"5_CR17","doi-asserted-by":"publisher","first-page":"104","DOI":"10.1177\/002224298104500110","volume":"45","author":"F Dwyer","year":"1981","unstructured":"Dwyer, F., Walker, O.: Bargaining in an asymmetrical power structure. J. Mark. 45(1), 104\u2013115 (1981)","journal-title":"J. Mark."},{"key":"5_CR18","doi-asserted-by":"publisher","first-page":"89","DOI":"10.1007\/978-3-319-52624-9_7","volume":"274","author":"T Eichst\u00e4dt","year":"2017","unstructured":"Eichst\u00e4dt, T., Hotait, A., Dahlen, N.: Bargaining power \u2013 measuring it\u2019s drivers and consequences in negotiations. Group Decis. Negot. 274, 89\u2013100 (2017). https:\/\/doi.org\/10.1007\/978-3-319-52624-9_7","journal-title":"Group Decis. Negot."},{"issue":"3","key":"5_CR19","doi-asserted-by":"publisher","first-page":"192","DOI":"10.1108\/03090591011031719","volume":"34","author":"E ElShenawy","year":"2010","unstructured":"ElShenawy, E.: Does negotiation training improve negotiators\u2019 performance? J. Eur. Ind. Train. 34(3), 192\u2013210 (2010)","journal-title":"J. Eur. Ind. Train."},{"issue":"2","key":"5_CR20","doi-asserted-by":"publisher","first-page":"101","DOI":"10.2307\/3151657","volume":"23","author":"J Eliashberg","year":"1986","unstructured":"Eliashberg, J., LaTour, S.A., Rangaswamy, A., Stern, L.W.: Assessing the predictive accuracy of two utility-based theories in a marketing channel negotiation context. J. Mark. Res. 23(2), 101\u2013110 (1986). https:\/\/doi.org\/10.2307\/3151657","journal-title":"J. Mark. Res."},{"issue":"1","key":"5_CR21","doi-asserted-by":"publisher","first-page":"31","DOI":"10.2307\/2089716","volume":"27","author":"RM Emerson","year":"1986","unstructured":"Emerson, R.M.: Power-Dependence Relations. Source Am. Sociol. Rev. 27(1), 31\u201341 (1986). https:\/\/doi.org\/10.2307\/2089716","journal-title":"Source Am. Sociol. Rev."},{"issue":"3","key":"5_CR22","doi-asserted-by":"publisher","first-page":"282","DOI":"10.2307\/2785619","volume":"27","author":"RM Emerson","year":"1964","unstructured":"Emerson, R.M.: Power-dependence relations: two experiments. Sociometry 27(3), 282\u2013298 (1964)","journal-title":"Sociometry"},{"key":"5_CR23","doi-asserted-by":"publisher","first-page":"335","DOI":"10.1146\/annurev.so.02.080176.002003","volume":"2","author":"RM Emerson","year":"1976","unstructured":"Emerson, R.M.: Social exchange theory. Ann. Rev. Sociol. 2, 335\u2013362 (1976)","journal-title":"Ann. Rev. Sociol."},{"key":"5_CR24","volume-title":"Getting to Yes","author":"R Fisher","year":"1992","unstructured":"Fisher, R., Ury, W.: Getting to Yes. Random House Business Books, New York (1992)"},{"key":"5_CR25","doi-asserted-by":"crossref","unstructured":"Fleming, D.E., Hawes, J.M.: The negotiation scorecard: a planning tool in business and industrial marketing. J. Bus. Ind. Mark. 30(4) (2017). http:\/\/dx.doi.org\/10.1108\/JBIM-06-2015-0120","DOI":"10.1108\/JBIM-06-2015-0120"},{"key":"5_CR26","unstructured":"French, J.R.P., Raven, B.: The bases of social power. In: Leadership as an Influence Process, pp. 151\u2013157 (1959)"},{"key":"5_CR27","doi-asserted-by":"publisher","unstructured":"Galinsky, A.D., Schaerer, M., Magee, J.C.: The four horsemen of power at the bargaining table. J. Bus. Ind. Mark. 32(4) (2017). https:\/\/doi.org\/10.1108\/jbim-10-2016-0251","DOI":"10.1108\/jbim-10-2016-0251"},{"key":"5_CR28","volume-title":"The Negotiation Book","author":"S Gates","year":"2016","unstructured":"Gates, S.: The Negotiation Book. Wiley, Chichester (2016)"},{"issue":"2","key":"5_CR29","doi-asserted-by":"publisher","first-page":"255","DOI":"10.1002\/(SICI)1099-0992(200003\/04)30:2<255::AID-EJSP991>3.0.CO;2-7","volume":"30","author":"E Giebels","year":"2000","unstructured":"Giebels, E., De Dreu, C., Vliert, E.: Interdependence in negotiation: effects of exit options and social motive on distributive and integrative negotiation. Eur. J. Soc. Psychol. 30(2), 255\u2013272 (2000)","journal-title":"Eur. J. Soc. Psychol."},{"issue":"1","key":"5_CR30","doi-asserted-by":"publisher","first-page":"5","DOI":"10.1108\/eb022802","volume":"9","author":"E Giebels","year":"1998","unstructured":"Giebels, E., De Dreu, C., Vliert, E.: The alternative negotiator as the invisible third at the table: the impact of potency information. Int. J. Confl. Manag. 9(1), 5\u201321 (1998)","journal-title":"Int. J. Confl. Manag."},{"issue":"1","key":"5_CR31","doi-asserted-by":"publisher","first-page":"77","DOI":"10.1111\/j.1750-4716.2007.00005.x","volume":"1","author":"F Gino","year":"2008","unstructured":"Gino, F., Moore, D.: Why negotiators should reveal their deadlines: disclosing weaknesses can make you stronger. Negot. Confl. Manag. Res. 1(1), 77\u201396 (2008)","journal-title":"Negot. Confl. Manag. Res."},{"issue":"2","key":"5_CR32","doi-asserted-by":"publisher","first-page":"347","DOI":"10.1016\/S0899-8256(03)00151-9","volume":"45","author":"U Gneezy","year":"2003","unstructured":"Gneezy, U., Haruvy, E., Roth, A.: Bargaining under a deadline: evidence form the reverse ultimatum game. Games Econ. Behav. 45(2), 347\u2013368 (2003)","journal-title":"Games Econ. Behav."},{"issue":"2","key":"5_CR33","doi-asserted-by":"publisher","first-page":"236","DOI":"10.1037\/0033-295X.94.2.236","volume":"94","author":"WM Goldstein","year":"1987","unstructured":"Goldstein, W.M., Einhorn, H.J.: Expression theory and the preference reversal phenomena. Psychol. Rev. 94(2), 236\u2013254 (1987)","journal-title":"Psychol. Rev."},{"issue":"2","key":"5_CR34","doi-asserted-by":"publisher","first-page":"147","DOI":"10.1111\/j.1571-9979.2011.00300.x","volume":"27","author":"U Herbst","year":"2011","unstructured":"Herbst, U., Schwarz, S.: How valid is negotiation research based on student sample groups? New insights into a long-standing controversy. Negot. J. 27(2), 147\u2013170 (2011)","journal-title":"Negot. J."},{"key":"5_CR35","first-page":"12","volume":"1","author":"U Herbst","year":"2018","unstructured":"Herbst, U., Voeth, M.: So verhandeln Deutsche Manager. Harvard Bus. Manag. 1, 12\u201315 (2018)","journal-title":"Harvard Bus. Manag."},{"issue":"2","key":"5_CR36","doi-asserted-by":"publisher","first-page":"228","DOI":"10.1016\/0749-5978(87)90039-2","volume":"39","author":"VL Huber","year":"1987","unstructured":"Huber, V.L., Northcraft, G.B., Neale, M.A.: The framing of negotiations: contextual versus task frames. Organ. Behav. Hum. Decis. Process. 39(2), 228\u2013241 (1987). https:\/\/doi.org\/10.1016\/0749-5978(87)90039-2","journal-title":"Organ. Behav. Hum. Decis. Process."},{"issue":"3","key":"5_CR37","doi-asserted-by":"publisher","first-page":"219","DOI":"10.1111\/nejo.12226","volume":"34","author":"H Janusch","year":"2018","unstructured":"Janusch, H.: The interaction effects of bargaining power: the interplay between veto power, asymmetric interdependence, reputation, and audience costs. Negot. J. 34(3), 219\u2013241 (2018)","journal-title":"Negot. J."},{"issue":"2","key":"5_CR38","doi-asserted-by":"publisher","first-page":"263","DOI":"10.2307\/1914185","volume":"47","author":"D Kahneman","year":"1979","unstructured":"Kahneman, D., Tversky, A.: Prospect theory: an analysis of decision under risk. Econometrica 47(2), 263\u2013291 (1979)","journal-title":"Econometrica"},{"issue":"2","key":"5_CR39","doi-asserted-by":"publisher","first-page":"265","DOI":"10.1037\/0033-295X.110.2.265","volume":"110","author":"D Keltner","year":"2003","unstructured":"Keltner, D., Gruenfeld, D.H., Anderson, C.: Power, approach, and inhibition. Psychol. Rev. 110(2), 265\u2013284 (2003). https:\/\/doi.org\/10.1037\/0033-295X.110.2.265","journal-title":"Psychol. Rev."},{"issue":"7","key":"5_CR40","doi-asserted-by":"publisher","first-page":"151","DOI":"10.1016\/S0065-2601(07)00003-2","volume":"40","author":"D Keltner","year":"2008","unstructured":"Keltner, D., Van Kleef, G.A., Chen, S., Kraus, M.W.: A reciprocal influence model of social power: emerging principles and lines of inquiry. Adv. Exp. Soc. Psychol. 40(7), 151\u2013192 (2008). https:\/\/doi.org\/10.1016\/S0065-2601(07)00003-2","journal-title":"Adv. Exp. Soc. Psychol."},{"issue":"2","key":"5_CR41","doi-asserted-by":"publisher","first-page":"373","DOI":"10.1037\/0021-9010.90.2.373","volume":"90","author":"PH Kim","year":"2005","unstructured":"Kim, P.H., Fragale, A.R.: Choosing the path to bargaining power: an empirical comparison of BATNAs and contributions in negotiation. J. Appl. Psychol. 90(2), 373\u2013381 (2005). https:\/\/doi.org\/10.1037\/0021-9010.90.2.373","journal-title":"J. Appl. Psychol."},{"issue":"4","key":"5_CR42","doi-asserted-by":"publisher","first-page":"799","DOI":"10.5465\/AMR.2005.18378879","volume":"30","author":"PH Kim","year":"2005","unstructured":"Kim, P.H., Pinkley, R.L., Fragale, A.R.: Power dynamics in negotiation. Acad. Manag. Rev. 30(4), 799\u2013822 (2005). https:\/\/doi.org\/10.5465\/AMR.2005.18378879","journal-title":"Acad. Manag. Rev."},{"key":"5_CR43","first-page":"179","volume-title":"Negotiating in Organizations","author":"D Kipnis","year":"1983","unstructured":"Kipnis, D., Schmidt, S.M.: An influence perspective on bargaining within organizations. In: Bazerman, M.H., Lewicki, R.J. (eds.) Negotiating in Organizations, pp. 179\u2013210. Sage, Beverly Hills (1983)"},{"issue":"6","key":"5_CR44","doi-asserted-by":"publisher","first-page":"525","DOI":"10.1016\/0022-1031(81)90038-X","volume":"17","author":"S Komorita","year":"1981","unstructured":"Komorita, S., Lapworth, C., Tumonis, T.: The effects of certain vs. risky alternatives in bargaining. J. Exp. Soc. Psychol. 17(6), 525\u2013544 (1981)","journal-title":"J. Exp. Soc. Psychol."},{"key":"5_CR45","unstructured":"Lawler, E.J., Yoon, J.: Power and the emergence of commitment behavior in negotiated exchange. Am. Sociol. Rev. 58(4), 465\u2013481 (1993)"},{"key":"5_CR46","doi-asserted-by":"publisher","first-page":"73","DOI":"10.1007\/978-1-4757-6846-6_5","volume-title":"Time Pressure and Stress in Human Judgment and Decision Making","author":"D MacGregor","year":"1993","unstructured":"MacGregor, D.: Time pressure and task adaptation: alternative perspectives on laboratory studies. In: Svenson, O., Maule, A.J. (eds.) Time Pressure and Stress in Human Judgment and Decision Making, pp. 73\u201382. Plenum Press, New York (1993)"},{"issue":"2","key":"5_CR47","doi-asserted-by":"publisher","first-page":"200","DOI":"10.1177\/0146167206294413","volume":"33","author":"JC Magee","year":"2007","unstructured":"Magee, J.C., Galinsky, A.D., Gruenfeld, D.H.: Power, propensity to negotiate, and moving first in competitive interactions. Pers. Soc. Psychol. Bull. 33(2), 200\u2013212 (2007). https:\/\/doi.org\/10.1177\/0146167206294413","journal-title":"Pers. Soc. Psychol. Bull."},{"issue":"3","key":"5_CR48","doi-asserted-by":"publisher","first-page":"228","DOI":"10.1177\/002224378602300303","volume":"23","author":"L McAlister","year":"1986","unstructured":"McAlister, L., Bazerman, M.H., Fader, P.: Power and goal setting in channel negotiations. J. Mark. Res. 23(3), 228\u2013236 (1986)","journal-title":"J. Mark. Res."},{"issue":"2","key":"5_CR49","doi-asserted-by":"publisher","first-page":"119","DOI":"10.1007\/BF01884767","volume":"2","author":"EA Mannix","year":"1993","unstructured":"Mannix, E.A., Neale, M.A.: Power imbalance and the pattern of exchange in dyadic negotiation. Group Decis. Negot. 2(2), 119\u2013133 (1993). https:\/\/doi.org\/10.1007\/BF01884767","journal-title":"Group Decis. Negot."},{"issue":"3","key":"5_CR50","doi-asserted-by":"publisher","first-page":"283","DOI":"10.1016\/S0001-6918(00)00033-0","volume":"104","author":"AJ Maule","year":"2000","unstructured":"Maule, A.J., Hockey, G.R., Bdzola, L.: Effects of time-pressure on decision-making under uncertainty: changes in affective states and information processing strategy. Acta Psychologica 104(3), 283\u2013301 (2000). https:\/\/doi.org\/10.1016\/S0001-6918(00)00033-0","journal-title":"Acta Psychologica"},{"key":"5_CR51","doi-asserted-by":"publisher","DOI":"10.1007\/978-1-4757-6846-6","volume-title":"Time Pressure and Stress in Human Judgment and Decision Making","author":"AJ Maule","year":"1993","unstructured":"Maule, A.J., Svenson, O.: Time Pressure and Stress in Human Judgment and Decision Making. Plenum Press, New York (1993). https:\/\/doi.org\/10.1007\/978-1-4757-6846-6"},{"issue":"1","key":"5_CR52","doi-asserted-by":"publisher","first-page":"121","DOI":"10.1016\/S0022-1031(03)00090-8","volume":"40","author":"DA Moore","year":"2004","unstructured":"Moore, D.A.: The unexpected benefits of final deadlines in negotiation. J. Exp. Soc. Psychol. 40(1), 121\u2013127 (2004). https:\/\/doi.org\/10.1016\/S0022-1031(03)00090-8","journal-title":"J. Exp. Soc. Psychol."},{"issue":"3","key":"5_CR53","doi-asserted-by":"publisher","first-page":"227","DOI":"10.1108\/eb022841","volume":"11","author":"I Mosterd","year":"2000","unstructured":"Mosterd, I., Rutte, G.: Effects of time pressure and accountability to constituents on negotiation. Int. J. Confl. Manag. 11(3), 227\u2013247 (2000). https:\/\/doi.org\/10.1108\/eb022841","journal-title":"Int. J. Confl. Manag."},{"issue":"1","key":"5_CR54","doi-asserted-by":"publisher","first-page":"128","DOI":"10.2307\/1906951","volume":"21","author":"J Nash","year":"1953","unstructured":"Nash, J.: Two-person cooperative games. Econometrica 21(1), 128\u2013140 (1953)","journal-title":"Econometrica"},{"issue":"2","key":"5_CR55","doi-asserted-by":"publisher","first-page":"155","DOI":"10.2307\/1907266","volume":"18","author":"J Nash","year":"1950","unstructured":"Nash, J.: The bargaining problem. Econometrica 18(2), 155\u2013162 (1950)","journal-title":"Econometrica"},{"issue":"2","key":"5_CR56","doi-asserted-by":"publisher","first-page":"273","DOI":"10.1016\/0749-5978(92)90009-V","volume":"51","author":"MA Neale","year":"1992","unstructured":"Neale, M.A., Simons, T., Thompson, L.: An evaluation of dependent variables in experimental negotiation studies: impasse rates and Pareto efficiency. Organ. Behav. Hum. Decis. Process. 51(2), 273\u2013295 (1992)","journal-title":"Organ. Behav. Hum. Decis. Process."},{"issue":"1","key":"5_CR57","doi-asserted-by":"publisher","first-page":"3","DOI":"10.1111\/j.1468-2958.2012.01440.x","volume":"39","author":"M Olekalns","year":"2013","unstructured":"Olekalns, M., Smith, P.L.: Dyadic power profiles: power-contingent strategies for value creation in negotiation. Hum. Commun. Res. 39(1), 3\u201320 (2013). https:\/\/doi.org\/10.1111\/j.1468-2958.2012.01440.x","journal-title":"Hum. Commun. Res."},{"issue":"12","key":"5_CR58","doi-asserted-by":"publisher","first-page":"1012","DOI":"10.1111\/j.1559-1816.1991.tb00456.x","volume":"21","author":"M Olekalns","year":"1991","unstructured":"Olekalns, M.: The balance of power: effects of role and market forces on negotiated outcomes. J. Appl. Soc. Psychol. 21(12), 1012\u20131033 (1991)","journal-title":"J. Appl. Soc. Psychol."},{"key":"5_CR59","doi-asserted-by":"publisher","unstructured":"Osborne, M.J., Rubinstein, A.: Bargaining and markets. Games Econ. Behav. 3 (1990). https:\/\/doi.org\/10.1016\/0899-8256(91)90026-B","DOI":"10.1016\/0899-8256(91)90026-B"},{"key":"5_CR60","doi-asserted-by":"crossref","unstructured":"Pinfari, M.: Time to Agree: Time Pressure and \u2018Deadline Diplomacy\u2019 in Peace Negotiations (2010)","DOI":"10.1177\/0022002711414370"},{"key":"5_CR61","doi-asserted-by":"publisher","unstructured":"Pinkley, R.L., Don, V.: Only the phantom knows: impact of certain, conditional, unspecified and zero alternatives to settlement in dyadic negotiation. In: Academy of Management Annual Meeting Proceedings, pp. 82\u201386 (1997). https:\/\/doi.org\/10.5465\/AMBPP.1997.4980890","DOI":"10.5465\/AMBPP.1997.4980890"},{"issue":"1","key":"5_CR62","doi-asserted-by":"publisher","first-page":"97","DOI":"10.1006\/obhd.1994.1006","volume":"57","author":"RL Pinkley","year":"1994","unstructured":"Pinkley, R.L., Neale, M.A., Bennett, R.J.: The impact of alternative to settlement in dyadic negotiation. Organ. Behav. Hum. Decis. Process. 57(1), 97\u2013116 (1994)","journal-title":"Organ. Behav. Hum. Decis. Process."},{"key":"5_CR63","unstructured":"Pretzlaff, H.: Experten warnen vor Kettenreaktion bei VW. Stuttgarter Zeitung, 22.8.2017, Stuttgarter Zeitung Verlagsgesellschaft mbH (2016)"},{"issue":"1","key":"5_CR64","doi-asserted-by":"publisher","first-page":"87","DOI":"10.1111\/nejo.12278","volume":"35","author":"DG Pruitt","year":"2019","unstructured":"Pruitt, D.G.: What have we learned about negotiation from Donald Trump? Negot. J. 35(1), 87\u201391 (2019)","journal-title":"Negot. J."},{"key":"5_CR65","volume-title":"The Art and Science of Negotiation","author":"H Raiffa","year":"1982","unstructured":"Raiffa, H.: The Art and Science of Negotiation. First Harvard University Press, Cambridge (1982)"},{"key":"5_CR66","doi-asserted-by":"crossref","DOI":"10.2307\/j.ctv1cbn3p6","volume-title":"Negotiation Analysis - The Science and Art of Collaborative Decision Making","author":"H Raiffa","year":"2007","unstructured":"Raiffa, H., Richardson, J., Metcalfe, D.: Negotiation Analysis - The Science and Art of Collaborative Decision Making. First Harvard University Press, Cambridge (2007)"},{"issue":"3","key":"5_CR67","doi-asserted-by":"publisher","first-page":"377","DOI":"10.1287\/mnsc.41.3.377","volume":"41","author":"A Rapoport","year":"1995","unstructured":"Rapoport, A., Erev, I., Zwick, R.: An experimental study of buyer-seller negotiation with one-sided incomplete information and time discounting. Manag. Sci. 41(3), 377\u2013394 (1995)","journal-title":"Manag. Sci."},{"issue":"4","key":"5_CR68","doi-asserted-by":"publisher","first-page":"307","DOI":"10.1111\/j.1559-1816.1998.tb01708.x","volume":"28","author":"BH Raven","year":"1998","unstructured":"Raven, B.H., Schwarzwald, J., Koslowsky, M.: Conceptualizing and measuring a power lnteraction model of interpersonal influence. J. Appl. Soc. Psychol. 28(4), 307\u2013332 (1998)","journal-title":"J. Appl. Soc. Psychol."},{"issue":"10","key":"5_CR69","doi-asserted-by":"publisher","first-page":"932","DOI":"10.1108\/IJPDLM-11-2015-0278","volume":"46","author":"F Reimann","year":"2016","unstructured":"Reimann, F., Shen, P., Kaufmann, L.: Effectiveness of power use in buyer-supplier negotiations: the moderating role of negotiator agreeableness. Int. J. Phys. Distrib. Logist. Manag. 46(10), 932\u2013952 (2016). https:\/\/doi.org\/10.1108\/IJPDLM-11-2015-0278","journal-title":"Int. J. Phys. Distrib. Logist. Manag."},{"issue":"5","key":"5_CR70","doi-asserted-by":"publisher","first-page":"1151","DOI":"10.2307\/1911016","volume":"53","author":"A Rubinstein","year":"1985","unstructured":"Rubinstein, A.: A bargaining model with incomplete information about time preferences. Econometrica 53(5), 1151\u20131172 (1985)","journal-title":"Econometrica"},{"key":"5_CR71","doi-asserted-by":"publisher","first-page":"156","DOI":"10.1016\/j.obhdp.2016.09.001","volume":"137","author":"M Schaerer","year":"2016","unstructured":"Schaerer, M., Loschelder, D.D., Swaab, R.I.: Bargaining zone distortion in negotiations: the elusive power of multiple alternatives. Organ. Behav. Hum. Decis. Process. 137, 156\u2013171 (2016). https:\/\/doi.org\/10.1016\/j.obhdp.2016.09.001","journal-title":"Organ. Behav. Hum. Decis. Process."},{"issue":"2","key":"5_CR72","doi-asserted-by":"publisher","first-page":"89","DOI":"10.1111\/nejo.12176","volume":"33","author":"JK Sebenius","year":"2017","unstructured":"Sebenius, J.K.: BATNAs in negotiation: common errors and three kinds of no? Negot. J. 33(2), 89\u201399 (2017). https:\/\/doi.org\/10.1111\/nejo.12176","journal-title":"Negot. J."},{"issue":"1","key":"5_CR73","doi-asserted-by":"publisher","first-page":"63","DOI":"10.1007\/s10726-005-3876-5","volume":"14","author":"M Sinaceur","year":"2005","unstructured":"Sinaceur, M., Neale, M.A.: Not all threats are created equal: how implicitness and timing affect the effectiveness of threats in negotiations. Group Decis. Negot. 14(1), 63\u201385 (2005). https:\/\/doi.org\/10.1007\/s10726-005-3876-5","journal-title":"Group Decis. Negot."},{"issue":"1","key":"5_CR74","doi-asserted-by":"publisher","first-page":"1","DOI":"10.1016\/0749-5978(91)90031-N","volume":"50","author":"H Sondak","year":"1991","unstructured":"Sondak, H., Bazerman, M.H.: Power balance and the rationality of outcomes in matching markets. Organ. Behav. Hum. Decis. Process. 50(1), 1\u201323 (1991)","journal-title":"Organ. Behav. Hum. Decis. Process."},{"key":"5_CR75","doi-asserted-by":"publisher","first-page":"157","DOI":"10.1007\/978-1-4757-6846-6_11","volume-title":"Time Pressure and Stress in Human Judgment and Decision Making","author":"O Svenson","year":"1993","unstructured":"Svenson, O., Benson, L.: On experimental instructions and the inducement of time pressure behavior. In: Svenson, O., Edland, A. (eds.) Time Pressure and Stress in Human Judgment and Decision Making, pp. 157\u2013165. Springer, Boston (1993). https:\/\/doi.org\/10.1007\/978-1-4757-6846-6_11"},{"issue":"2","key":"5_CR76","doi-asserted-by":"publisher","first-page":"97","DOI":"10.1108\/eb022805","volume":"9","author":"AF Stuhlmacher","year":"1998","unstructured":"Stuhlmacher, A.F., Gillespie, T.L., Champagne, M.V.: The Impact of time pressure in negotiation: a meta-analysis. Int. J. Confl. Manag. 9(2), 97\u2013116 (1998). https:\/\/doi.org\/10.1108\/eb022805","journal-title":"Int. J. Confl. Manag."},{"issue":"6","key":"5_CR77","doi-asserted-by":"publisher","first-page":"471","DOI":"10.1023\/A:1008736622709","volume":"9","author":"AF Stuhlmacher","year":"2000","unstructured":"Stuhlmacher, A.F., Champagne, M.V.: The impact of time pressure and information on negotiation process and decisions. Group Decis. Negot. 9(6), 471\u2013491 (2000). https:\/\/doi.org\/10.1023\/A:1008736622709","journal-title":"Group Decis. Negot."},{"issue":"3","key":"5_CR78","doi-asserted-by":"publisher","first-page":"341","DOI":"10.1016\/S0165-1765(03)00215-5","volume":"81","author":"M Sutter","year":"2003","unstructured":"Sutter, M., Kocher, M., Strau\u00df, S.: Bargaining under time pressure in an experimental ultimatum game. Econ. Lett. 81(3), 341\u2013347 (2003)","journal-title":"Econ. Lett."},{"issue":"2","key":"5_CR79","doi-asserted-by":"publisher","first-page":"153","DOI":"10.1108\/JBIM-10-2012-0193","volume":"30","author":"C Tangpong","year":"2015","unstructured":"Tangpong, C., Michalisin, M.D., Traub, R.D., Melcher, A.J.: A review of buyer-supplier relationship typologies: progress, problems, and future directions. J. Bus. Ind. Mark. 30(2), 153\u2013170 (2015)","journal-title":"J. Bus. Ind. Mark."},{"issue":"4","key":"5_CR80","doi-asserted-by":"publisher","first-page":"347","DOI":"10.1023\/A:1008793819872","volume":"9","author":"J Teich","year":"2000","unstructured":"Teich, J., Korhonen, P., Wallenius, H., Wallenius, J.: Conducting dyadic multiple issue negotiation experiments: Methodological recommendations. Group Decis. Negot. 9(4), 347\u2013354 (2000). https:\/\/doi.org\/10.1023\/A:1008793819872","journal-title":"Group Decis. Negot."},{"issue":"4","key":"5_CR81","doi-asserted-by":"publisher","first-page":"557","DOI":"10.1002\/ejsp.320","volume":"36","author":"GA Van Kleef","year":"2006","unstructured":"Van Kleef, G.A., DE Dreu, C., Pietroni, D., Manstead, S.: Power and emotion in negotiation: power moderates the interpersonal effects of anger and happiness on concession making. Eur. J. Soc. Psychol. 36(4), 557\u2013581 (2006)","journal-title":"Eur. J. Soc. Psychol."},{"key":"5_CR82","unstructured":"Voss, C.: Never Split the Difference, p. 113ff. Penguin Random House, London (2016)"},{"key":"5_CR83","unstructured":"VW says 6 plants hit by production stoppages (2016). http:\/\/europe.autonews.com\/article\/20160821\/ANE\/160829995\/vw-says-6-plants-hit-by-production-stoppages"},{"issue":"3","key":"5_CR84","doi-asserted-by":"publisher","first-page":"231","DOI":"10.1177\/144078337701300308","volume":"13","author":"I Wallimann","year":"1970","unstructured":"Wallimann, I., Tatsis, N.C., Zito, G.V.: On Max Weber\u2019s definition of power. J. Sociol. 13(3), 231\u2013235 (1970)","journal-title":"J. Sociol."},{"issue":"3","key":"5_CR85","doi-asserted-by":"publisher","first-page":"430","DOI":"10.1006\/obhd.1994.1023","volume":"57","author":"S White","year":"1994","unstructured":"White, S., Valley, K., Bazerman, M., Neale, A., Peck, S.: Alternative models of price behavior in dyadic negotiations: market prices reservation prices, and negotiator aspirations. Organ. Behav. Hum. Decis. Process. 57(3), 430\u2013447 (1994)","journal-title":"Organ. Behav. Hum. Decis. Process."},{"key":"5_CR86","unstructured":"Weber, M.: Wirtschaft und Gesellschaft. Grundri\u00df der verstehenden Soziologie. [Economy and Society. Layout of the interpretive sociology]. Mohr Siebeck, T\u00fcbingen (2002)"},{"issue":"6","key":"5_CR87","doi-asserted-by":"publisher","first-page":"689","DOI":"10.1016\/S0167-4870(02)00134-4","volume":"23","author":"MWH Weenig","year":"2002","unstructured":"Weenig, M.W.H., Maarleveld, M.: The impact of time constraint on information search strategies in complex choice tasks. J. Econ. Psychol. 23(6), 689\u2013702 (2002). https:\/\/doi.org\/10.1016\/S0167-4870(02)00134-4","journal-title":"J. Econ. Psychol."},{"issue":"5","key":"5_CR88","doi-asserted-by":"publisher","first-page":"47","DOI":"10.1177\/009102601204100505","volume":"41","author":"B Wei","year":"2012","unstructured":"Wei, B., Luo, X.: The impact of power differential and social motivation on negotiation behavior and outcome. Public Pers. Manag. 41(5), 47\u201358 (2012)","journal-title":"Public Pers. Manag."},{"issue":"1","key":"5_CR89","doi-asserted-by":"publisher","first-page":"3","DOI":"10.1007\/s10726-005-3873-8","volume":"14","author":"RJ Wolfe","year":"2005","unstructured":"Wolfe, R.J., McGinn, K.L.: Perceived relative power and its influence on negotiations. Group Decis. Negot. 14(1), 3\u201320 (2005). https:\/\/doi.org\/10.1007\/s10726-005-3873-8","journal-title":"Group Decis. Negot."}],"container-title":["Lecture Notes in Business Information Processing","Group Decision and Negotiation: A Multidisciplinary Perspective"],"original-title":[],"language":"en","link":[{"URL":"http:\/\/link.springer.com\/content\/pdf\/10.1007\/978-3-030-48641-9_5","content-type":"unspecified","content-version":"vor","intended-application":"similarity-checking"}],"deposited":{"date-parts":[[2022,10,23]],"date-time":"2022-10-23T14:32:11Z","timestamp":1666535531000},"score":1,"resource":{"primary":{"URL":"http:\/\/link.springer.com\/10.1007\/978-3-030-48641-9_5"}},"subtitle":[],"short-title":[],"issued":{"date-parts":[[2020]]},"ISBN":["9783030486402","9783030486419"],"references-count":89,"URL":"https:\/\/doi.org\/10.1007\/978-3-030-48641-9_5","relation":{},"ISSN":["1865-1348","1865-1356"],"issn-type":[{"type":"print","value":"1865-1348"},{"type":"electronic","value":"1865-1356"}],"subject":[],"published":{"date-parts":[[2020]]},"assertion":[{"value":"13 May 2020","order":1,"name":"first_online","label":"First Online","group":{"name":"ChapterHistory","label":"Chapter History"}},{"value":"GDN","order":1,"name":"conference_acronym","label":"Conference Acronym","group":{"name":"ConferenceInfo","label":"Conference Information"}},{"value":"International Conference on Group Decision and Negotiation","order":2,"name":"conference_name","label":"Conference Name","group":{"name":"ConferenceInfo","label":"Conference Information"}},{"value":"Toronto, ON","order":3,"name":"conference_city","label":"Conference City","group":{"name":"ConferenceInfo","label":"Conference Information"}},{"value":"Canada","order":4,"name":"conference_country","label":"Conference Country","group":{"name":"ConferenceInfo","label":"Conference Information"}},{"value":"2020","order":5,"name":"conference_year","label":"Conference Year","group":{"name":"ConferenceInfo","label":"Conference Information"}},{"value":"7 June 2020","order":7,"name":"conference_start_date","label":"Conference Start Date","group":{"name":"ConferenceInfo","label":"Conference Information"}},{"value":"11 June 2020","order":8,"name":"conference_end_date","label":"Conference End Date","group":{"name":"ConferenceInfo","label":"Conference Information"}},{"value":"20","order":9,"name":"conference_number","label":"Conference Number","group":{"name":"ConferenceInfo","label":"Conference Information"}},{"value":"gdn2020","order":10,"name":"conference_id","label":"Conference ID","group":{"name":"ConferenceInfo","label":"Conference Information"}},{"value":"http:\/\/gdnconference.org\/gdn2020\/","order":11,"name":"conference_url","label":"Conference URL","group":{"name":"ConferenceInfo","label":"Conference Information"}},{"value":"Single-blind","order":1,"name":"type","label":"Type","group":{"name":"ConfEventPeerReviewInformation","label":"Peer Review Information (provided by the conference organizers)"}},{"value":"EasyChair","order":2,"name":"conference_management_system","label":"Conference Management System","group":{"name":"ConfEventPeerReviewInformation","label":"Peer Review Information (provided by the conference organizers)"}},{"value":"75","order":3,"name":"number_of_submissions_sent_for_review","label":"Number of Submissions Sent for Review","group":{"name":"ConfEventPeerReviewInformation","label":"Peer Review Information (provided by the conference organizers)"}},{"value":"14","order":4,"name":"number_of_full_papers_accepted","label":"Number of Full Papers Accepted","group":{"name":"ConfEventPeerReviewInformation","label":"Peer Review Information (provided by the conference organizers)"}},{"value":"0","order":5,"name":"number_of_short_papers_accepted","label":"Number of Short Papers Accepted","group":{"name":"ConfEventPeerReviewInformation","label":"Peer Review Information (provided by the conference organizers)"}},{"value":"19% - The value is computed by the equation \"Number of Full Papers Accepted \/ Number of Submissions Sent for Review * 100\" and then rounded to a whole number.","order":6,"name":"acceptance_rate_of_full_papers","label":"Acceptance Rate of Full Papers","group":{"name":"ConfEventPeerReviewInformation","label":"Peer Review Information (provided by the conference organizers)"}},{"value":"3","order":7,"name":"average_number_of_reviews_per_paper","label":"Average Number of Reviews per Paper","group":{"name":"ConfEventPeerReviewInformation","label":"Peer Review Information (provided by the conference organizers)"}},{"value":"2","order":8,"name":"average_number_of_papers_per_reviewer","label":"Average Number of Papers per Reviewer","group":{"name":"ConfEventPeerReviewInformation","label":"Peer Review Information (provided by the conference organizers)"}},{"value":"Yes","order":9,"name":"external_reviewers_involved","label":"External Reviewers Involved","group":{"name":"ConfEventPeerReviewInformation","label":"Peer Review Information (provided by the conference organizers)"}},{"value":"The actual conference was cancelled due to the COVID-19 pandemic.","order":10,"name":"additional_info_on_review_process","label":"Additional Info on Review Process","group":{"name":"ConfEventPeerReviewInformation","label":"Peer Review Information (provided by the conference organizers)"}},{"value":"This content has been made available to all.","name":"free","label":"Free to read"}]}}