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How perceived power influences the consequences of dominance expressions in negotiations

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  • Wiltermuth, Scott S.
  • Raj, Medha
  • Wood, Adam

Abstract

Recent research (Wiltermuth, Tiedens, & Neale, 2015) has indicated that negotiators may use expressions of dominance and submissiveness to discover mutually-beneficial solutions and thereby create more joint value. We examined how the perceived relative power of negotiators who express dominance influences value claiming and value creation in negotiations. Negotiators with relatively little power benefitted by expressing dominance, as expressing dominance increased relatively low-power negotiators’ abilities to claim value. In contrast, relatively powerful negotiators’ expressions of dominance fueled value creation.

Suggested Citation

  • Wiltermuth, Scott S. & Raj, Medha & Wood, Adam, 2018. "How perceived power influences the consequences of dominance expressions in negotiations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 146(C), pages 14-30.
    • Handle: RePEc:eee:jobhdp:v:146:y:2018:i:c:p:14-30
    DOI: 10.1016/j.obhdp.2018.02.002
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    References listed on IDEAS

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    Cited by:

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    3. Guo, Wenqian & Lu, Wenxue & Gao, Xinran, 2022. "Exploring configurations of negotiating behaviors in business negotiations: A qualitative comparative analysis," Journal of Business Research, Elsevier, vol. 147(C), pages 435-448.
    4. Bitterly, T. Bradford & Schweitzer, Maurice E., 2019. "The impression management benefits of humorous self-disclosures: How humor influences perceptions of veracity," Organizational Behavior and Human Decision Processes, Elsevier, vol. 151(C), pages 73-89.

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