Dyadic Power Profiles
Power-Contingent Strategies for Value Creation in Negotiation
Bibliographic Data
| ID | 2270179 |
|---|---|
| Authors | Mara Olekalns (0000-0003-2672-3998, The University of Melbourne), Philip L Smith (0000-0002-2381-9372, The University of Melbourne) |
| Year | 2013 |
| Volume | 39 |
| Issue | 1 |
| Pages | 3-20 |
| Publication date | 2013-01-01 |
| Peer Reviewed | Yes |
| Open Access | Yes |
| Type | ARTICLE |
| Venue | Human Communication Research (JOURNAL) |
| Journal identifiers | ISSN: 0360-3989 • E-ISSN: 1468-2958 |
| Publisher | Oxford University Press (OUP) (PUBLISHER) |
| DOI | 10.1111/j.1468-2958.2012.01440.x |
| OpenAlex | W2033120709 |
| Language | EN |
| Citations received | 3 |
| References cited | 33 |
Using a simulated employment negotiation, we tested the conditional relationships among dyadic power profiles (symmetric high, symmetric low, and asymmetric), the choice and sequencing of strategies, and value creation. We showed that negotiators in symmetric high, symmetric low, and asymmetric power dyads took distinctly different paths to value creation. Value creation was associated with increased mutual accommodation in high-power dyads but with increased contentiousness in low-power dyads. Asymmetric power dyads maximized value creation when they adopted a neutral stance, neither overusing nor underusing any one strategy. Although strategy use was a better predictor of value creation than strategy sequencing, sequences played an increasingly important role in value creation as the level of total power within the negotiation increased
Economics · Knowledge management · Microeconomics · Negotiation · Power (physics · Sociology · Statistics · Value (mathematics · Value creation · Computer Science · Conflict Management and Negotiation · Management and Organizational Studies · Mathematics · Psychology · Social Power and Status Dynamics · Social Psychology
Interdependence, Interaction, and Relationships
Gender, Power, and Communication in Human Relationships
Power, Propensity to Negotiate, and Moving First in Competitive Interactions
Interaction Goals in Negotiation
Markov Chain Models of Communication Processes in Negotiation
Reciprocity in negotiations
Interdependence in negotiation
The influence of power on the information search, impression formation, and demands in negotiation
Testing the relationships among negotiators’ motivational orientations, strategy choices, and outcomes
The experience of power
Conflicting social motives in negotiating groups
From Power to Action
Understanding optimal outcomes. The role of strategy sequences in competitive negotiations
Understanding optimal outcomes
Coding Naturalistic Negotiation Interaction
An Affect Theory of Social Exchange
| Unique citing works | 3 |
|---|---|
| Citations per year | 0,3 |
| Citation span | 2016 - 2019 (4) |
| Citation velocity | historical |
| Highly cited | No |
| Citation types | Neutral: 3 |