Publication Type
Journal Article
Version
submittedVersion
Publication Date
6-2020
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.
Keywords
power, negotiation, alternatives, review
Discipline
Industrial and Organizational Psychology | Organizational Behavior and Theory | Performance Management
Research Areas
Organisational Behaviour and Human Resources
Publication
Current Opinion in Psychology
Volume
33
First Page
47
Last Page
51
ISSN
2352-250X
Identifier
10.1016/j.copsyc.2019.06.013
Publisher
Elsevier
Embargo Period
8-29-2019
Citation
SCHAERER, Michael; TEO, Laurel; MADAN, Nikhil; and SWAAB, Roderick I..
Power and negotiation: Review of current evidence and future directions. (2020). Current Opinion in Psychology. 33, 47-51.
Available at: https://ink.library.smu.edu.sg/lkcsb_research/6391
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/10.1016/j.copsyc.2019.06.013
Included in
Industrial and Organizational Psychology Commons, Organizational Behavior and Theory Commons, Performance Management Commons