Power Dynamics in Negotiation
Publication Date
7-21-2006
Abstract
Power is widely acknowledged to affect negotiator performance. Yet few efforts have been made to integrate the most prominent theories of power into a cohesive framework that can account for the results from a broad array of negotiation-relevant research. We address this limitation by proposing a dynamic integrative model that decouples power into four components: 1) potential power, 2) perceived power, 3) power tactics, and 4) realized power. Implications, propositions, and future directions are discussed.
Document Type
Article
Keywords
power, negotiation
Disciplines
Organizational Behavior and Theory
Source
SMU Cox: Management & Organizations (Topic)
Language
English
COinS
