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Mapping the domain of subjective value in negotiation","volume":"91","author":"Curhan","year":"2006","journal-title":"J Pers Soc Psychol"},{"key":"10.1016\/j.copsyc.2026.102471_bib42","doi-asserted-by":"crossref","first-page":"386","DOI":"10.1037\/apl0001154","article-title":"Beating the rival but losing the game: how the source of alternative offers alters behavior and outcomes in negotiation","volume":"109","author":"Kang","year":"2024","journal-title":"J Appl Psychol"},{"key":"10.1016\/j.copsyc.2026.102471_bib43","unstructured":"Across over 2500 negotiators, this research found that a strong BATNA gave men more of an advantage than women, who claimed less value and reached impasse more often than men with equally strong alternatives, suggesting that BATNA-driven assertiveness triggers backlash against women specifically."},{"key":"10.1016\/j.copsyc.2026.102471_bib44","unstructured":"This research found that women's less assertive first offers actually help them avoid costly impasses, giving them a performance edge over men specifically when both negotiators hold a weak BATNA and a failed deal is especially costly to accept."},{"key":"10.1016\/j.copsyc.2026.102471_bib45","unstructured":"This paper classifies negotiation impasses as wanted, forced, or unwanted \u2013 each with corresponding antecedents that are structural, interpersonal, or intrapersonal in nature. BATNA was highlighted as a critical structural constraint and a key factor in understanding impasses."},{"key":"10.1016\/j.copsyc.2026.102471_bib46","unstructured":"The authors demonstrated that a valuable BATNA increases first offers by triggering deservingness, but unevenly: negotiators from a lower social class get a bigger deservingness boost and make higher offers. Those from a higher social class background experienced these outcomes to a smaller extent."},{"key":"10.1016\/j.copsyc.2026.102471_bib47","unstructured":"In a civil conflict context, this research demonstrated that external interventions affect settlement odds by altering each side's BATNA. \u201cHard\u201d support strengthens whichever side receives it, while \u201csoft\u201d support signals that a party's BATNA is unlikely to improve, with opposite settlement effects depending on the recipient."}],"container-title":["Current Opinion in Psychology"],"original-title":[],"language":"en","link":[{"URL":"https:\/\/api.elsevier.com\/content\/article\/PII:S2352250X26002101?httpAccept=text\/xml","content-type":"text\/xml","content-version":"vor","intended-application":"text-mining"},{"URL":"https:\/\/api.elsevier.com\/content\/article\/PII:S2352250X26002101?httpAccept=text\/plain","content-type":"text\/plain","content-version":"vor","intended-application":"text-mining"}],"deposited":{"date-parts":[[2026,10,9]],"date-time":"2026-10-09T21:43:19Z","timestamp":1791582199000},"score":1,"resource":{"primary":{"URL":"https:\/\/linkinghub.elsevier.com\/retrieve\/pii\/S2352250X26002101"}},"subtitle":[],"short-title":[],"issued":{"date-parts":[[2027,2]]},"references-count":47,"alternative-id":["S2352250X26002101"],"URL":"https:\/\/doi.org\/10.1016\/j.copsyc.2026.102471","relation":{},"ISSN":["2352-250X"],"issn-type":[{"value":"2352-250X","type":"print"}],"subject":[],"published":{"date-parts":[[2027,2]]},"assertion":[{"value":"Elsevier","name":"publisher","label":"This article is maintained by"},{"value":"The evolving science of negotiation alternatives: New contexts, new perspectives","name":"articletitle","label":"Article Title"},{"value":"Current Opinion in Psychology","name":"journaltitle","label":"Journal Title"},{"value":"https:\/\/doi.org\/10.1016\/j.copsyc.2026.102471","name":"articlelink","label":"CrossRef DOI link to publisher maintained version"},{"value":"article","name":"content_type","label":"Content Type"},{"value":"\u00a9 2026 Elsevier Ltd. 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