Please use this identifier to cite or link to this item: doi:10.22028/D291-29017
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Title: Using Self-regulation to Successfully Overcome the Negotiation Disadvantage of Low Power
Author(s): Jäger, Andreas
Loschelder, David D.
Friese, Malte
Language: English
Title: Frontiers in psychology
Volume: 8
Startpage: 1
Endpage: 14
Publisher/Platform: Frontiers
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
URL of the first publication:
Link to this record: hdl:20.500.11880/27828
ISSN: 1664-1078
Date of registration: 17-Sep-2019
Faculty: HW - Fakultät für Empirische Humanwissenschaften und Wirtschaftswissenschaft
Department: HW - Psychologie
Professorship: HW - Prof. Dr. Malte Friese
Collections:Die Universitätsbibliographie

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