How perceived power influences the consequences of dominance expressions in negotiations

Scott S. Wiltermuth, Medha Raj and Adam Wood

Organizational Behavior and Human Decision Processes, 2018, vol. 146, issue C, 14-30

Abstract: Recent research (Wiltermuth, Tiedens, & Neale, 2015) has indicated that negotiators may use expressions of dominance and submissiveness to discover mutually-beneficial solutions and thereby create more joint value. We examined how the perceived relative power of negotiators who express dominance influences value claiming and value creation in negotiations. Negotiators with relatively little power benefitted by expressing dominance, as expressing dominance increased relatively low-power negotiators’ abilities to claim value. In contrast, relatively powerful negotiators’ expressions of dominance fueled value creation.

Keywords: Negotiation; Power; Dominance; Status; Nonverbal behavior (search for similar items in EconPapers)
Date: 2018
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Citations: View citations in EconPapers (4)

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Persistent link: https://EconPapers.repec.org/RePEc:eee:jobhdp:v:146:y:2018:i:c:p:14-30

DOI: 10.1016/j.obhdp.2018.02.002

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