Power dynamics in negotiation

• 成果类型: Article
• 署名作者: Kim, PH; Pinkley, RL; Fragale, AR
• 署名单位: University of Southern California; Southern Methodist University; Stanford University
• 刊物名称: ACADEMY OF MANAGEMENT REVIEW
• ISSN/ISSBN: 0363-7425
• DOI: 10.5465/amr.2005.18378879
• 发表日期: 2005
• 页码: 799-822
• 关键词: influence tactics; ORGANIZATIONS; ALTERNATIVES; dependence

摘要

Power is widely acknowledged to affect negotiator performance. Yet few efforts have. been made to integrate the most prominent theories of power into a cohesive framework that can account for the results from a broad array of negotiation-relevant research. We address this limitation by proposing a dynamic integrative model that decouples power into four components: (1) potential power, (2) perceived power, (3) power tactics, and (4) realized power. Implications, propositions, and future directions are discussed.