Power, Propensity to Negotiate, and Moving First in Competitive Interactions  

Oleh:

Magee, Joe C. ; Galinsky, Adam D. ; Gruenfeld, Deborah H.

Jenis: Article from Journal - ilmiah internasional
Dalam koleksi: Personality and Social Psychology Bulletin (http://journals.sagepub.com/home/pspc) vol. 33 no. 02 (2007), page 200-212.
Topik: BEHAVIOUR; anchoring; competition; negotiation; power; priming; proactive behaviour
Fulltext: 200.pdf (141.35KB)

Ketersediaan

Perpustakaan Pusat (Semanggi) Nomor Panggil: PP45.29 Non-tandon: 1 (dapat dipinjam: 0) Tandon: tidak ada

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Isi artikel

Five experiments investigated how the possession and experience of power affects the initiation of competitive interaction. In Experiments 1a and 1b, high - power individuals displayed a greater propensity to initiate a negotiation than did low - power individuals. Three additional experiments showed that power increased the likelihood of making the first move in a variety of competitive interactions. In Experiment 2, participants who were semantically primed with power were nearly 4 times as likely as participants in a control condition to choose to make the opening arguments in a debate competition scenario. In Experiment 3, negotiators with strong alternatives to a negotiation were more than 3 times as likely to spontaneously express an intention to make the first offer compared to participants who lacked any alternatives. Experiment 4 showed that high - power negotiators were more likely than low - power negotiators to actually make the first offer and that making the first offer produced a bargaining advantage.

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