Power Dynamics In Negotiation

Abstract

Power is widely acknowledged to affect negotiator performance. Yet few efforts have been made to integrate the most prominent theories of power into a cohesive framework that can account for the results from a broad array of negotiation-relevant research. We address this limitation by proposing a dynamic integrative model that decouples power into four components: (1) potential power, (2) perceived power, (3) power tactics, and (4) realized power. Implications, propositions, and future directions are discussed.

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