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Labor Relations Commons

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1992

Sociology

Power

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Full-Text Articles in Labor Relations

Power Processes In Bargaining, Edward J. Lawler Jan 1992

Power Processes In Bargaining, Edward J. Lawler

Articles and Chapters

This is a theoretical article that integrates and extends a particular program of work on power in bargaining relationships. Power is conceptualized as a structurally based capability, and power use as tactical action falling within either conciliatory or hostile categories. The core propositions are (1) the greater the total amount of power in a relationship, the greater the use of conciliatory tactics and the lower the use of hostile tactics; and (2) an unequal power relationship fosters more use of hostile tactics and less use of conciliatory tactics than an equal power relationship. Distinct research on power dependence and bilateral ...