Anchors weigh more than power: Why absolute powerlessness liberates negotiators to achieve better outcomes
The current research shows that having no power can be better than having a little power. Negotiators prefer having some power (weak negotiation alternatives) to having no power (no alternatives). We challenge this belief that having any alternative is beneficial by demonstrating that weak alternati...
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| Main Authors: | , , |
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| Format: | text |
| Language: | English |
| Published: |
Institutional Knowledge at Singapore Management University
2015
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| Subjects: | |
| Online Access: | https://ink.library.smu.edu.sg/lkcsb_research/5153 https://ink.library.smu.edu.sg/context/lkcsb_research/article/6152/viewcontent/Schaerer__Swaab____Galinsky_PS2015_anchors_weigh_more_than_power.pdf https://ink.library.smu.edu.sg/context/lkcsb_research/article/6152/filename/0/type/additional/viewcontent/DS_10.11770956797614558718.pdf |
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| Institution: | Singapore Management University |
| Language: | English |