Power and negotiation: review of current evidence and future directions
作者: Michael SchaererLaurel TeoNikhil MadanRoderick I Swaab
作者单位: 1Singapore Management University, Singapore
2INSEAD, Singapore
3Indian School of Business, Hyderabad, India
刊名: Current Opinion in Psychology, 2020, Vol.33 , pp.47-51
来源数据库: Elsevier Journal
DOI: 10.1016/j.copsyc.2019.06.013
原始语种摘要: 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...
全文获取路径: Elsevier  (合作)

  • evidence 
  • review 复审
  • dyads 双重的
  • future 将来
  • dyadic 二重的
  • empirical 经验的
  • negotiation 协商
  • making 制定
  • creation 创造
  • power 功率