Power and negotiation: review of current evidence and future directions

Schaerer, Michael; Teo, Laurel H.; Madan, Nikhil; Swaab, Roderick I.

doi:10.1016/j.copsyc.2019.06.013

Cited by 36 publications

(23 citation statements)

References 41 publications

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“…The second goal of the study focused on exploring the effects of power dynamics for emotional, cognitive, and behavioral levels by integrating the predictions of The Approach/Inhibition Model of Power [14] and The Social Distance Theory [12]. Given the complexity of MPCSs [6,8,10,11], power dynamics influence both the stakeholders and the system as a whole; therefore, our results are discussed both at the individual as well as at the systemic level.…”

Section: Discussionmentioning

confidence: 99%

“…The topics range from environmental issues [4,5], regional development and complex construction projects [6,7], or education [8,9]. As power dynamics emerge in multiparty negotiation and collaboration situations and taking into consideration that it has important consequences for the outcomes of these complex social systems [6,8,10,11], it is paramount to understand how power and power shifts alter the dynamics of such MPCSs.…”

Section: Introductionmentioning

confidence: 99%

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Power Differences and Dynamics in Multiparty Collaborative Systems: A Systematic Literature Review

Trif

Curşeu

Fodor

2022

Systems

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This paper presents the results of a systematic literature review on power distribution and power dynamics in multiparty systems. Multiparty systems are underorganized social structures in which power dynamics unfold and impact collaboration effectiveness. We use a theory-driven approach to integrate the empirical literature that explored power differences and dynamics in multiparty systems and we have a two-fold contribution to literature. First, we explore the way power is conceptualized in multiparty systems. Second, we investigate which predictions and propositions of the Social Distance Theory of Power and the Approach Inhibition Model of Power can be used to integrate research on power distribution and dynamics in multiparty systems. We extend the predominantly experimental empirical support of these two theories with insights from the multiparty systems literature. With respect to the way in which power is conceptualized in the multiparty systems literature, our study shows a shift from a possession over resources to a relational perspective on power in the last decades. Moreover, based on the insights of the two psychological theories of power, the study reflects upon the benefits and drawbacks of high versus low power for collaboration effectiveness among stakeholders, pointing towards ways in which facilitators can work with power differences in multiparty systems. Finally, the study points toward directions for future research concerning power dynamics in multiparty systems.

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Section: Discussionmentioning

confidence: 99%

Section: Introductionmentioning

confidence: 99%

Power Differences and Dynamics in Multiparty Collaborative Systems: A Systematic Literature Review

Trif

Curşeu

Fodor

2022

Systems

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“…Even when the opponent's emotion was the same, the participant responded differently depending on the power position of the opponent. However, it is important to note that the relationship between power and emotion can go both ways [126]. A study by Tiedens and colleagues [127] revealed that emotions themselves are indicative of people's status; participants viewed individuals who expressed anger as being higher in status, whereas they viewed the same individual who expressed sadness as being lower in status.…”

Section: Motivation-emotion Model Of Cross-cultural Negotiationmentioning

confidence: 99%

The Role of Regulatory Focus and Emotion Recognition Bias in Cross-Cultural Negotiation

Han¹,

Park

Rhee

2021

Sustainability

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Prior research on cross-cultural negotiation has emphasized the cognitive and the behavioral elements. This study takes a different perspective and presents a motivation–emotion model of cross-cultural negotiation. We propose that the cultural differences in chronic regulatory focus will lead to cultural biases in emotion recognition, which in turn will affect negotiation behaviors. People are inclined to perceive and behave in ways that enhance regulatory fit. Westerners and East Asians, who each have different chronic regulatory focus, are likely to interpret the negotiation situation differently in order to increase their regulatory fit. Specifically, this study proposes that when the emotion of the opponent is ambiguous, people from different cultural backgrounds may show cultural biases in emotion recognition, concentrating on the emotion that fits their chronic regulatory focus. Drawing on the Emotion as Social Information (EASI) model, this study discusses how these cultural biases in emotion recognition can affect people’s negotiation behaviors. Finally, some possible moderators of the motivation–emotion model including power and emotion recognition accuracy are suggested to promote sustainable practices in cross-cultural negotiation.

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“…Activated knowledge is defined in this paper as a result of capability and can generate and change relative power between two parties. Those with expertise can gain access to more alternatives; at the same time, this increases the certainty of access to alternative options, so they feel more empowered (Rlp et al, 2019), and they do have more power in negotiation and other aspects (Elfenbein, 2015;Wright et al, 2016;Schaerer et al, 2020). The emergence of greater psychological and behavioral power is closely related to attraction and dependence (Hald et al, 2009;Ramsay and Wagner, 2009).…”

Section: Propositionmentioning

confidence: 99%

How Is Knowledge Perceived as Power? A Multilevel Model of Knowledge Power in Innovation Networks

et al. 2021

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Inter-organizational power relations have long been considered to be balanced in innovation networks, which are viewed as loosely coupled systems. Some recent studies, however, show that innovation networks are asymmetric and hierarchical, and the power of network actors has become a significant but rarely addressed issue. As knowledge is the most important resource in the network, this paper introduces the concept of knowledge power by combining related research perspectives and conducting some fundamental research on it as follows: (1) knowledge power’s origins are analyzed by proposing the term “activated knowledge” and studying the path through which it is formed over multiple levels of the network; (2) a multilevel framework of characteristics of activated knowledge, which is considered the major determinant of knowledge power, is established, and suggestions are offered for how they impact knowledge power; and (3) a multilevel measurement model for knowledge power is built, and the above propositions are tested by mathematical inference. The purpose of this paper is not only to study knowledge power’s formation, determinants, and measurement but also to offer a comprehensive view, combining multiple network levels and multiple research perspectives, that should be useful to researchers conducting future studies in this field.

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Power and negotiation: review of current evidence and future directions

Cited by 36 publications

References 41 publications

Power Differences and Dynamics in Multiparty Collaborative Systems: A Systematic Literature Review

Power Differences and Dynamics in Multiparty Collaborative Systems: A Systematic Literature Review

The Role of Regulatory Focus and Emotion Recognition Bias in Cross-Cultural Negotiation

How Is Knowledge Perceived as Power? A Multilevel Model of Knowledge Power in Innovation Networks

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