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|Title:||Using Self-regulation to Successfully Overcome the Negotiation Disadvantage of Low Power|
Loschelder, David D.
|Title:||Frontiers in psychology|
|Publisher/Platform:||Frontiers Research Foundation|
|Year of Publication:||2017|
|Publikation type:||Journal Article|
|Abstract:||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.|
|DOI of the first publication:||10.3389/fpsyg.2017.00271|
|Link to this record:||hdl:20.500.11880/27828|
|Date of registration:||17-Sep-2019|
|Faculty:||HW - Fakultät für Empirische Humanwissenschaften und Wirtschaftswissenschaft|
|Department:||HW - Psychologie|
|Professorship:||HW - Prof. Dr. Malte Friese|
|Collections:||UniBib – Die Universitätsbibliographie|
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