The four horsemen of power at the bargaining table

• Main Authors: GALINSKY, Adam D., Michael SCHAERER, MAGEE, Joe C.
• Format: text
• Language: English
• Published: Institutional Knowledge at Singapore Management University 2017
• Subjects: power; negotiating; Organizational Behavior and Theory; Organization Development
• Online Access: https://ink.library.smu.edu.sg/lkcsb_research/5161; https://ink.library.smu.edu.sg/context/lkcsb_research/article/6160/viewcontent/Four_horsemen_av_2017_JBIM.pdf
• Institution: Singapore Management University

This paper aims to identify and discuss four major sources of power in negotiations. Findings: The four sources of power are alternatives, information, status and social capital. Each of these sources of power can enhance a negotiator’s likelihood of obtaining their ideal outcome because power allows negotiators to be more confident and proactive, and it shields them from the bargaining tactics of their opponents. Practical implications: The paper discusses how negotiators can utilize each source of power to improve their negotiation outcomes. Originality/value: The paper provides a parsimonious definition of power in negotiations, identifies the four major sources of negotiator powers and highlights two pathways by which power affects negotiation outcomes.