Negotiation Risk

What it measures

The scale measures how risky a negotiation is perceived to be, relevant to research on B2B sales and buyer-seller dynamics.

Response format

7-point Likert (1=strongly disagree, 7=strongly agree)

Scale items

• that the performance of the offering would be reduced.
• that I would receive an inferior offering.
• that I would receive a lower-quality offering.

Full scale items shown. Always cite the original source when using this scale in research.

Usage notes & scoring

Alavi et al. (2020) attributed this scale to Hoover, Green, and Saegert (1978), though that source's risk measure differs substantially from the one actually used — it's possible the authors created their own items instead. Used with MTurk participants, the scale showed strong reliability (α = .89). Validity wasn't explicitly discussed, though a reported average variance extracted of .75 offers some indirect support.

Citation

Alavi, S., Habel, J., Schwenke, M., & Schmitz, C. (2020). Price Negotiating for Services: Elucidating the Ambivalent Effects on Customers’ Negotiation Aspirations. Journal of the Academy of Marketing Science, 48(2), 165-185.

Keywords