Effects of power on negotiations
A comparison of collaborative versus competitive approach
Bibliographic Data
| ID | 21620135 |
|---|---|
| Authors | Kyriaki Fousiani (0000-0002-6753-2592, University of Groningen), Wolfgang Steinel (Leiden University), Pieter A Minnigh (Utrecht University) |
| Year | 2021 |
| Volume | 32 |
| Issue | 2 |
| Pages | 223-249 |
| Publication date | 2021-04-06 |
| 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-05-2020-0081 |
| OpenAlex | W3049446270 |
| Language | EN |
| Citations received | 13 |
| References cited | 70 |
Purpose The purpose of this study is to examine two opposing approaches to the effects of power on negotiation: a “collaborative approach” of power and a “competitive approach” of power. Accordingly, the authors state oppositional hypotheses based on each approach. This study further investigates the mediating role of the perceived threat of the negotiation and the moderating role of negotiation topic (i.e. topics that touch on one’s power position versus topics that are related to the tasks one needs to perform) in this relationship. Finally, the authors state a moderated mediation hypothesis where they expected that the negotiation topic would moderate the indirect effect of power on negotiation strategies. Design/methodology/approach A vignette study ( N = 279) and a negotiation game ( N = 138) were conducted where the power within dyads was manipulated. Findings Study 1 showed that powerholders prefer collaborative strategies, whereas powerless negotiators prefer competitive strategies. Perceived threat of the negotiation mediated this effect. Furthermore, both Studies 1 and 2 showed that the negotiation topic moderates the effect of power on negotiation strategies providing further support for the collaborative approach of power. Finally, Study 1 provided partial support for the moderated mediation hypothesis. Research limitations/implications Both Studies 1 and 2 are experimental studies. A field study should try to replicate these results in the future. Practical implications This study illuminates the effects of power on negotiation and addresses inconsistent findings in the negotiation literature. The results might be of great importance to large organizations where power asymmetries constitute an integral part of the employee/manager interactions. Originality/value To the best of the authors’ knowledge, this is the first study to show the moderating role of negotiation topic in the relationship between power and negotiation
Mediation · Negotiation · Negotiation theory · Vignette · Conflict Management and Negotiation · Social and Intergroup Psychology · Social Power and Status Dynamics
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Social Psychophysiology and Embodiment
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The Biopsychosocial Model of Arousal Regulation
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Behavioral inhibition, behavioral activation, and affective responses to impending reward and punishment
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The attraction of social power
Too tired to tell the truth
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Coercive Power And Concession Making in Bilateral Negotiation
Power and the objectification of social targets
Does power corrupt
When power does not corrupt
Culture and concepts of power
Stereotype threat and the intellectual test performance of African Americans
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| Unique citing works | 13 |
|---|---|
| Citations per year | 2,6 |
| Citation span | 2021 - 2026 (6) |
| Citation velocity | current |
| Highly cited | No |
| Citation types | Neutral: 13 |