Abstract

The article presents information on the role of power in negotiation. Power could generate competition or conflict in negotiations, however, effective channelization of power helps in bringing the win-win situation to both the parties. Social psychologists have described power as lack of dependence on others. Individuals possessing power tend to have the approach related to the behavior that includes positive mood or searching for rewards in their environment. On the other hand, powerless individuals show a great deal of self-inhibition and fear towards potential threats.

Authors
Adam Galinsky and Joe Magee
Format
Journal Article
Publication Date
Journal
Negotiation

Full Citation

Galinsky, Adam and Joe Magee
. “Power plays.”
Negotiation
vol.
9
, (January 01, 2006):
1
-
4
.