Power, propensity to negotiate, and moving first in competitive interactions
Power, propensity to negotiate, and moving first in competitive interactions
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DOI：
10.1177/0146167206294413
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发表时间：
2007-02-01
影响因子：
4
通讯作者：
Gruenfeld, Deborah H.
中科院分区：
文献类型：
--
作者：
Magee, Joe C.;Galinsky, Adam D.;Gruenfeld, Deborah H.
五个实验研究了权力的拥有和体验如何影响竞争互动的启动。在实验1a和1b中，高权力个体比低权力个体表现出更大的发起谈判的倾向。另外三个实验表明，权力增加了在各种竞争互动中采取第一步的可能性。在实验2中，在辩论比赛场景中，被权力语义启动的参与者选择开场白的可能性是控制条件下参与者的近4倍。在实验3中，谈判者与强有力的替代品的谈判是超过3倍的可能性，自发表达的意图，使第一个报价相比，参与者谁缺乏任何替代品。实验4表明，高权力谈判者比低权力谈判者更有可能实际提出第一个提议，提出第一个提议会产生讨价还价的优势。
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.