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When negotiators face a counterpart holding an offer from their rival, they become motivated to beat that rival by closing the deal, which leads them to make less aspirational first offers and ultimately claim less value. This is important because it moves alternatives research beyond structural leverage and shows how relational and competitive motives add nuance to the expected benefits of alternatives."},{"key":"10.1016\/j.copsyc.2026.102357_bib51","unstructured":"Using a dataset of more than 2500 negotiators, this paper supports a \"backlash\" account of the gender gap in negotiation outcomes. The authors find the gap to emerge specifically when women have strong alternatives, and that negotiations involving a woman with a strong outside option are disproportionately likely to end in impasse, despite having positive zones of possible agreement."},{"key":"10.1016\/j.copsyc.2026.102357_bib52","unstructured":"This paper shows that when alternatives are weak, women\u2019s less assertive first offers can produce better overall outcomes than men\u2019s more assertive first offers when accounting for the economic costs of impasses. Conclusions about negotiation performance can hence change substantially when impasse costs are incorporated into outcome metrics."},{"key":"10.1016\/j.copsyc.2026.102357_bib53","unstructured":"This paper introduces the concept of \u201cphantom alternatives\u201d\u2014uncertain or hypothetical outside options that remain psychologically salient during negotiation. The authors show that these imagined alternatives, much like real ones, elevate negotiators' aspirations and shape their bargaining behavior, highlighting that alternatives operate not only as structural leverage but also as psychological constructs."},{"key":"10.1016\/j.copsyc.2026.102357_bib54","unstructured":"This paper shows that alternatives that were once available but are no longer attainable (\u201clost alternatives\u201d) continue to influence negotiators' behavior. The authors demonstrate that negotiators anchor on these foregone options when evaluating offers, leading them to hold out for better outcomes and sometimes reject agreements they would otherwise accept. The findings highlight how past alternatives can shape aspirations and decision-making even when they no longer provide real leverage."},{"key":"10.1016\/j.copsyc.2026.102357_bib55","unstructured":"This paper offers a comprehensive review of negotiation impasses, distinguishing multiple types of impasses and their psychological causes. The paper highlights the importance of studying impasse likelihood alongside economic outcomes and helps situate alternatives research within broader negotiation dynamics."},{"key":"10.1016\/j.copsyc.2026.102357_bib56","unstructured":"This paper finds that negotiators with weak alternatives benefit from moving second, rather than first. The authors demonstrate how weak alternatives distort negotiators' own judgment by self-anchoring their first offers and reservation prices downward, even beyond what their counterparts would offer."},{"key":"10.1016\/j.copsyc.2026.102357_bib57","unstructured":"This paper uses pre-registered analyses and experiments to show that ambitious first offers simultaneously produce gains in claiming value and costs in the form of more impasses and worse subjective value. These ambitious first offers can signal power, confidence, and strong alternatives to inform counterparts' responses."},{"key":"10.1016\/j.copsyc.2026.102357_bib58","unstructured":"This paper replicates the finding that power can be detrimental in multiparty coalition contexts. 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