Publication Type

Journal Article

Publication Date

5-2017

Abstract

PurposeThis paper aims to identify and discuss four major sources of power in negotiations.FindingsThe 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 implicationsThe paper discusses how negotiators can utilize each source of power to improve their negotiation outcomes.Originality/valueThe 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

Creative Commons License

Creative Commons Attribution-Noncommercial-No Derivative Works 4.0 License
This work is licensed under a Creative Commons Attribution-Noncommercial-No Derivative Works 4.0 License.

Additional URL

http://doi.org./10.1108/JBIM-10-2016-0251

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