Coercive Power And Concession Making in Bilateral Negotiation
Bibliographic Data
| ID | 6283741 |
|---|---|
| Authors | Carsten K W De Dreu (0000-0003-3692-4611, University of Groningen, The Netherlands, corresponding author) |
| Year | 1995 |
| Volume | 39 |
| Issue | 4 |
| Pages | 646-670 |
| Publication date | 1995-12-01 |
| Peer Reviewed | Yes |
| Open Access | Yes |
| Type | ARTICLE |
| Venue | Journal of Conflict Resolution (JOURNAL) |
| Journal identifiers | ISSN: 0022-0027 • E-ISSN: 1552-8766 |
| Publisher | SAGE Publications Inc (PUBLISHER) |
| DOI | 10.1177/0022002795039004003 |
| OpenAlex | W2107623562 |
| Language | EN |
| Citations received | 25 |
| References cited | 38 |
This experiment examined the effects of negotiators' and opponents' coercive capability on level of demand and on communication of threats and promises. Applying conflict spiral and deterrence perspectives inspired contrasting predictions. Subjects were given high, moderate, or low coercive power and learned that their opponents had low, moderate, or high coercive power. Subsequently, subjects negotiated through computers with opponents (in reality, simulated by a computer), who sent compellent threats or promises designed to induce some desired behavior. Higher levels of the focal negotiator's coercive power increased communication of threats but did not influence level of demand. Higher levels of the opponent's coercive power produced greater decline in level of demand but only when the opponent sent threats instead of promises. Power balance produced less communication of threats and greater decline of demand than power preponderance. The conclusion discusses limitations and contributions, as well as the applied value for mediation and dispute resolution
Adversary · Computer security · Conflict resolution · Deterrence theory · Economics · Law and economics · Mediation · Negotiation · Political science · Power (physics · Computer Science · Conflict Management and Negotiation · Experimental Behavioral Economics Studies · Law · Psychology · Social and Intergroup Psychology · Social Psychology
The Language of Coalition Formation in Online Multiparty Negotiations
Empowering women for creative solutions in interpersonal conflict at work
Effects of power on negotiations
Having no negotiation power does not matter as long as you can think creatively
The Influence of Dominant Posture in Negotiation
The effects of Vietnamese students’ perception of hierarchy on group work interaction and satisfaction
Imaginary alternatives
How do people think about interdependence? A multidimensional model of subjective outcome interdependence
The Impact of the First Offer on Negotiation Impasse
Social influence in small groups
Crime and violence on the margins of society
Dynamics of International Mediation
Using self-regulation to overcome the detrimental effects of anger in negotiations
When strength is a weakness
Resources and alternatives in coalition formation
Interdependence in negotiation
Power and emotion in negotiation
Failure at the top
Does communicating disappointment in negotiations help or hurt? Solving an apparent inconsistency in the social-functional approach to emotions
Less power or powerless? Egocentric empathy gaps and the irony of having little versus no power in social decision making
The influence of power on the information search, impression formation, and demands in negotiation
The advantages of being unpredictable
Empower my decisions
Early words that work
Responses to Gender Inequality in the Division of Family Work
Bargaining and group decision making
The social psychology of bargaining and negotiation
The Impact of Social Value Orientations on Negotiator Cognition and Behavior
Social Conflict
Perception and Misperception in International Politics
The Resolution of Conflict
Negotiation and Mediation
Coercive Capability in Conflict
Effects of situational variables and opponent concessions on a bargainer's perception, aspirations, and concessions
Threats, communication, and bargaining
Threats and promises
The effects of different magnitudes of threat upon interpersonal bargaining
The development of contractual norms in bargaining
Political Implications of Loss Aversion
The Distribution of Power and the Onset of War
Thinking about threats
Reciprocating Influence Strategies in Interstate Crisis Bargaining
Time Pressure and the Development of Integrative Agreements in Bilateral Negotiations
Behavior of a threatener
The effects of communicating threats and promises upon the bargaining process
Experimental studies of threats in interpersonal negotiations
Risk, Power Distributions, and the Likelihood of War
Patterns of threat and punishment reciprocity in a conflict setting
Effects of a threatener's enforcement costs on threat credibility and compliance
Attributing trust and conciliatory intent from coercive power capability
Power, the use of power, and cooperative choice in a two-person game
Threats and the development of coordination
Negotiation behavior and outcomes
Accounting for International War
Power Processes in Bargaining
| Unique citing works | 25 |
|---|---|
| Citations per year | 0,89 |
| Citation span | 1998 - 2026 (29) |
| Citation velocity | current |
| Highly cited | No |
| Citation types | Neutral: 24 |