Using Self-regulation to Successfully Overcome the Negotiation Disadvantage of Low Power

Frontiers in Psychology

Andreas Jäger¹ 

关键词: negotiation;    power;    self-regulation;    if-then plans;    setting goals;   

DOI  :  10.3389/fpsyg.2017.00271

学科分类：心理学（综合）

来源: Frontiers

【 摘 要 】

A plethora of studies has demonstrated that low-power negotiators attain lower outcomes compared to high-power negotiators. We argue that this low-power disadvantage can be conceptualized as impaired goal attainment and that self-regulation can help to overcome it. Three experiments tested this assertion. In Study 1, low-power negotiators attained lower profits compared to their high-power opponents in a face-to-face negotiation. Negotiators who set themselves goals and those who additionally formed if-then plans prior to the negotiation overcame the low-power disadvantage. Studies 2 and 3 replicated these effects in computer-mediated negotiations: Low-power negotiators conceded more than high-power negotiators. Again, setting goals and forming additional if-then plans helped to counter the power disadvantage. Process analyses revealed that negotiators’ concession-making at the start of the negotiation mediated both the low-power disadvantage and the beneficial effects of self-regulation. The present findings show how the low-power disadvantage unfolds in negotiations and how self-regulatory techniques can help to overcome it.

【 授权许可】

CC BY