Wielding power in multiparty negotiations
The impact of communication medium and assertiveness
Bibliographic Data
| ID | 21620155 |
|---|---|
| Authors | Jonathan I Lee (0000-0001-8161-575X, University of New Hampshire), Daisung Jang (0000-0001-7624-5678, The University of Queensland), Elizabeth A Luckman (0000-0002-1075-2797, University of Illinois Urbana-Champaign), William P Bottom (0000-0001-8200-8476, Washington University in St. Louis) |
| Year | 2022 |
| Volume | 33 |
| Issue | 1 |
| Pages | 132-154 |
| Publication date | 2022-01-11 |
| Peer Reviewed | Yes |
| Open Access | Yes |
| Type | ARTICLE |
| Venue | International Journal of Conflict Management (JOURNAL) |
| Journal identifiers | ISSN: 1044-4068 • E-ISSN: 1758-8545 |
| Publisher | Emerald (PUBLISHER) |
| DOI | 10.1108/ijcma-01-2021-0002 |
| OpenAlex | W3204299072 |
| Language | EN |
| Citations received | 2 |
| References cited | 56 |
Purpose The medium negotiators choose for communication will influence both process and outcome. To understand how medium influences power expression, this paper aims to compare value claiming by asymmetrically powerful negotiators, using face-to-face and computer-mediated messaging across two studies. Following up on long-standing conjectures from prominent coalition researchers, the authors also directly tested the role of the apex negotiator's personality in coalition formation and value expropriation. Design/methodology/approach The authors conducted two laboratory experiments which manipulated communication medium (computer-mediated vs face-to-face) in three- and four-person bargaining. They also varied asymmetry of power so the apex negotiator either could not be left out of a winning coalition (Study 1) or could be (Study 2). The authors measured trait assertiveness along with multiple indicators of hard bargaining behavior. Findings Communicating using instant messages via a computer interface facilitated value claiming for powerful negotiators across both studies. Trait assertiveness correlated with hard bargaining behavior in both studies. An index of hard bargaining behavior mediated the effect of assertiveness on value expropriation but only in the context where the powerful negotiator held a genuine monopoly over coalitions. Originality/value The authors contribute to the literature on multiparty negotiations by demonstrating persistent media effects on power utilization and by finally confirming the conjectures of prominent coalition researchers regarding personality. Though personality traits generate consistent effects on behavior, their influence on negotiation outcomes depends on the power structure. Negotiation theory needs to incorporate structural and situational factors in modelling effects of enduring traits. Negotiation research should move beyond a rigid focus on dyads
Assertiveness · Bargaining power · Economics · Microeconomics · Negotiation · Originality · Personality · Political science · Public relations · Trait · Computer Science · Conflict Management and Negotiation · Job Satisfaction and Organizational Behavior · Psychology · Social Psychology · Team Dynamics and Performance
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| Unique citing works | 2 |
|---|---|
| Citations per year | 2 |
| Citation span | 2025 - 2026 (2) |
| Citation velocity | current |
| Highly cited | No |
| Citation types | Neutral: 2 |