Power and negotiation: Review of current evidence and future directions

Power and negotiation: Review of current evidence and future directions

This review synthesizes the impact of power on individual and joint negotiation performance. Although power generally has positive effects on negotiators’ individual performance (value claiming), recent work suggests that more power is not always beneficial. Taking a dyadic perspective, we also find...

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Bibliographic Details
Main Authors: SCHAERER, Michael, TEO, Laurel, MADAN, Nikhil, SWAAB, Roderick I.
Format: text
Language:English
Published: Institutional Knowledge at Singapore Management University 2020
Subjects:
power
negotiation
alternatives
review
Industrial and Organizational Psychology
Organizational Behavior and Theory
Performance Management
Online Access:https://ink.library.smu.edu.sg/lkcsb_research/6391
https://ink.library.smu.edu.sg/context/lkcsb_research/article/7390/viewcontent/Power_and_negotiation.pdf
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Institution: Singapore Management University
Language: English

Internet

https://ink.library.smu.edu.sg/lkcsb_research/6391
https://ink.library.smu.edu.sg/context/lkcsb_research/article/7390/viewcontent/Power_and_negotiation.pdf

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