The four horsemen of power at the bargaining table

The four horsemen of power at the bargaining table

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 allow...

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Bibliographic Details
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
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Institution: Singapore Management University
Language: English

Internet

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

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