Abstract

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.

Authors
J. Magee, Adam Galinsky, and D.H. Gruenfeld
Format
Journal Article
Publication Date
Journal
Personality and Social Psychology Bulletin

Full Citation

Magee, J., Adam Galinsky, and D.H. Gruenfeld
. “Power, propensity to negotiate and moving first in competitive interactions.”
Personality and Social Psychology Bulletin
vol.
33
, (January 01, 2007):
200
-
212
.