The DOI matches its Crossref record; 64 of the 64 references it cites were found in a registry or an index.
Power, Propensity to Negotiate, and Moving First in Competitive Interactions
Abstract
Five experiments investigated how the possession and experience of power affects the initiation of competitive interaction. In Experiments 1a and 1b, high-power individuals displayed a greater propensity to initiate a negotiation than did low-power individuals. Three additional experiments showed that power increased the likelihood of making the first move in a variety of competitive interactions. In Experiment 2, participants who were semantically primed with power were nearly 4 times as likely as participants in a control condition to choose to make the opening arguments in a debate competition scenario. In Experiment 3, negotiators with strong alternatives to a negotiation were more than 3 times as likely to spontaneously express an intention to make the first offer compared to participants who lacked any alternatives. Experiment 4 showed that high-power negotiators were more likely than low-power negotiators to actually make the first offer and that making the first offer produced a bargaining advantage.
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Cites
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Structural Holes: The Social Structure of Competition
Lazega, E., & Burt, R. S. (1995) · Revue Française de Sociologie · doi:10.2307/3322456 · Cited by 7,853
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Getting to Yes: Negotiating Agreement Without Giving in
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Self-citation
Cited by
REEVE, J. (2009) · Educational Psychologist · doi:10.1080/00461520903028990 · Cited by 1,728
8 Social Hierarchy: The Self‐Reinforcing Nature of Power and Status
Magee, J. C., & Galinsky, A. D. (2008) · Academy of Management Annals · doi:10.5465/19416520802211628 · Cited by 2,385
Self-citationDesire to Acquire: Powerlessness and Compensatory Consumption
Rucker, D. D., & Galinsky, A. D. (2008) · Journal of Consumer Research · doi:10.1086/588569 · Cited by 925
Self-citationThe social distance theory of power
Magee, J. C., & Smith, P. K. (2013) · Personality and Social Psychology Review · doi:10.1177/1088868312472732 · Cited by 620
Self-citationPower and consumer behavior: How power shapes who and what consumers value
Rucker, D. D., Galinsky, A. D., & Dubois, D. (2012) · Journal of Consumer Psychology · doi:10.1016/j.jcps.2011.06.001 · Cited by 452
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Metadata
- Authors
- Magee, J. C., Galinsky, A. D., & Gruenfeld, D. H.
- Venue
- Personality and Social Psychology Bulletin
- Publisher
- SAGE Publications
- Published
- 2007-02
- Volume
- 33
- Issue
- 2
- Pages
- 200-212
- ISSN
- 0146-1672 (ISSN-L)
- 1552-7433
- OpenAlex
- W2155923163
- Cited by
- 474
- References
- 64
- FWCI
- 68.87
- Type
- journal article
- Language
- en
- Open access
- closed
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Bibliographic data: Semantic Scholar, OpenAlex, Crossref.
Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
