The influence of power on the information search, impression formation, and demands in negotiation |
| |
Authors: | Carsten KW De Dreu Gerben A Van Kleef |
| |
Institution: | Department of Psychology, University of Amsterdam, Roetersstraat 15, 1018 WB Amsterdam, The Netherlands |
| |
Abstract: | Based on work by Fiske (1992), we argue that power differences influence information search strategies during negotiation. Experiment 1 showed that negotiators with less power ask more diagnostic than leading questions, and more belief-congruent than incongruent questions, when facing a competitive rather than cooperative partner. Experiment 2 suggested that this result was caused by stronger accuracy and impression motivation among less powerful negotiators. Experiment 3 showed that belief-congruent rather than incongruent questions produce more positive impressions during negotiation. And when less powerful negotiators are asked leading questions about their willingness to cooperate (compete), they responded with lower (higher) demands. The results are discussed in terms of a motivated information-processing model of negotiation. |
| |
Keywords: | |
本文献已被 ScienceDirect 等数据库收录! |
|