Title

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

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