Power and negotiation: review of current evidence and future directions

Schaerer, M and Teo, L and Madan, N and Swaab, R (2020) Power and negotiation: review of current evidence and future directions. Current Opinion in Psychology, 33. 47 - 51.

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Abstract

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.

Affiliation: Indian School of Business
ISB Creiators:
ISB Creators
ORCiD
Madan, N
UNSPECIFIED
Item Type: Article
Additional Information: The research paper was published by the author with the affiliation of Indian School of Business.
Uncontrolled Keywords: Organizational Behavior, Theory Commons,Performance Management Commons, Power, Status and Hierarchy
Subjects: Organization Behavior
Depositing User: Gurusrinivasan K
Date Deposited: 08 Sep 2019 17:39
Last Modified: 08 Sep 2019 17:39
URI: http://eprints.exchange.isb.edu/id/eprint/1291
Publisher URL: https://doi.org/10.1016/j.copsyc.2019.06.013
Publisher OA policy: http://sherpa.ac.uk/romeo/issn/2352-250X/
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