Power and negotiation: review of current evidence and future directions
| Autor: | Michael Schaerer, Roderick I. Swaab, Laurel H. Teo, Nikhil Madan |
|---|---|
| Rok vydání: | 2019 |
| Předmět: |
Value (ethics)
Social Values media_common.quotation_subject Individuality 050105 experimental psychology Power (social and political) Microeconomics 03 medical and health sciences 0302 clinical medicine Organization behavior Humans 0501 psychology and cognitive sciences Interpersonal Relations General Psychology media_common Value creation Negotiating 05 social sciences Perspective (graphical) Achievement Negotiation Work (electrical) Power Psychological Psychology 030217 neurology & neurosurgery Realism |
| Zdroj: | Current opinion in psychology. 33 |
| ISSN: | 2352-2518 |
| Popis: | This review synthesizes the impact of power on individual and joint negotiation performance. Although power generally has positive effects on negotiators’ individual performance (value claiming), recent work suggests that more power is not always beneficial. Taking a dyadic perspective, we also find mixed evidence for how power affects joint performance (value creation); some studies show that equal-power dyads create more value than unequal-power dyads, but others find the opposite. We identify the source of power, power distribution, and competitiveness as critical moderators of this relationship. Finally, we suggest that future research should move beyond studying alternatives in dyadic deal-making, identify strategies to overcome a lack of power,increase empirical realism, and take a more dynamic view of power in negotiations. |
| Databáze: | OpenAIRE |
| Externí odkaz: |
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