Perceived Relative Power and its Influence on Negotiations

Abstract

In an experimental study, we investigate perceived relative power in negotiations and its effect on the distribution of resources and the integrativeness of agreements. We contrast perceived relative power with the objective individual level measure of power often used in past research: the parties' alternatives to a negotiated agreement. We found that alternatives affected the distribution of outcomes, while perceived relative power and alternatives affected the integrativeness of outcomes. We found that negotiating pairs who perceived a smaller difference in relative power reached agreements of greater integrativeness than pairs who perceived a greater power difference, even after controlling for alternatives and aspirations. We explore the implications of treating power in negotiations as a perceived and relational construct.

The Effects of Framing on Inter-group Negotiation

“…It was explicitly stated that all groups have the same number of weapons, have the same rules and the same rights during negotiations. It is important to mention here that although the framing was done in terms of power (the term power was used in the game text), this is not a power manipulation because in terms of absolute power (Wolfe and McGinn 2005), both groups had the same resources and the same alternatives. It was furthermore clearly stated that the small country was independent.…”

The Role of Power in Financial Statement Fraud Schemes

“…Specifically, the types of power possessed by A may include (1) coercive power (B perceives that A has the ability to punish B if B does not comply with A's demands), (2) reward power (B perceives that A has the ability to reward B if B does comply with A's wishes), (3) expert power (B perceives that A possesses special knowledge or expertise that merits deference), (4) legitimate power (B perceives that A has a legitimate role or position that obligates B to follow A's direction), and (5) referent power (B identifies with, admires, or respects A so B wishes to emulate A). It is important to note that in the case of power, perception becomes reality (Wolfe and McGinn, 2005). In other words, even if A would not be deemed to have any rightful power over B by impartial observers, if B perceives A to have power, then A does have power.…”

A Influência do Poder no Relacionamento entre Consumidor e Marca

“…Este achado reforça os argumentos teóricos já apresentados por outros autores, que afirmam que o desequilíbrio de poder é evidente na maioria dos relacionamentos (Wolfe & Mcginn, 2005), e as relações de poder são móveis, não igualitárias e assimétricas (Friedmann, 1992). O poder estará mais saliente quando for assimetricamente distribuído, ou seja, quando as partes possuírem níveis diferentes de poder (Olekalns & Smith, 2006).…”

“…O desequilíbrio de poder nos relacionamentos advém da assimetria na dependência entre as partes, o que contribui para a diferença de influência (Casciaro & Piskorski, 2005;Molm, 1991;Wolfe & McGinn, 2005).…”