Abstract

This paper aims to identify and discuss four major sources of power in negotiations: 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 allows negotiators to be more confident and proactive, and it shields them from the bargaining tactics of their opponents.

Authors
Adam Galinsky, M. Schaerer, and Joe C. Magee
Format
Journal Article
Publication Date
Journal
Journal of Business and Industrial Marketing

Full Citation

Galinsky, Adam, M. Schaerer, and Joe C. Magee
. “The four horsemen of power at the bargaining table.”
Journal of Business and Industrial Marketing
vol.
32
, (January 01, 2017):
606
-
611
.