Publication Type
Journal Article
Version
acceptedVersion
Publication Date
5-2017
Abstract
This paper aims to identify and discuss four major sources of power in negotiations. Findings: The four sources of power are alternatives, information, status and social capital. Each of these sources of power can enhance a negotiator’s likelihood of obtaining their ideal outcome because power allows negotiators to be more confident and proactive, and it shields them from the bargaining tactics of their opponents. Practical implications: The paper discusses how negotiators can utilize each source of power to improve their negotiation outcomes. Originality/value: The paper provides a parsimonious definition of power in negotiations, identifies the four major sources of negotiator powers and highlights two pathways by which power affects negotiation outcomes.
Keywords
power, negotiating
Discipline
Organizational Behavior and Theory | Organization Development
Research Areas
Organisational Behaviour and Human Resources
Publication
Journal of Business and Industrial Marketing
Volume
32
Issue
4
First Page
606
Last Page
611
ISSN
0885-8624
Identifier
10.1108/JBIM-10-2016-0251
Publisher
Emerald
Citation
GALINSKY, Adam D.; Michael SCHAERER; and MAGEE, Joe C..
The four horsemen of power at the bargaining table. (2017). Journal of Business and Industrial Marketing. 32, (4), 606-611.
Available at: https://ink.library.smu.edu.sg/lkcsb_research/5161
Copyright Owner and License
Authors
Creative Commons License
This work is licensed under a Creative Commons Attribution-NonCommercial-No Derivative Works 4.0 International License.
Additional URL
https://doi.org/10.1108/JBIM-10-2016-0251