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Social and Behavioral Sciences Commons™
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Full-Text Articles in Social and Behavioral Sciences
Power Dependence And Power Paradoxes In Bargaining, Samuel B. Bacharach, Edward J. Lawler
Power Dependence And Power Paradoxes In Bargaining, Samuel B. Bacharach, Edward J. Lawler
Edward J Lawler
[Excerpt] What this article (and our larger program of work) is designed to demonstrate is that these very simple ideas represent a particularly suitable starting point for understanding the power struggle between parties who regularly engage in negotiation. Specifically, in this article we show that the approach contains certain paradoxes regarding the acquisition and use of power in an ongoing bargaining relationship. The dependence framework treats the ongoing relationship as a power struggle in which each party tries to maneuver itself into a favorable power position.
The Differential Identity Activation & Integration Mechanism (Diaim): A Model Linking Female Businesspersons’ Identity Integration And Identity Activation To Negotiation, Yi Wen Tan
Dissertations and Theses Collection
Women play an important role in business management (female businesspersons) but yet they face constraints in the workplace, such as in negotiations. As female businesspersons seem to be facing seemingly conflicting gender and business identities, the level of the integration between these identities, as captured by the construct gender-professional identity integration (G-PII), can be a critical factor that influences female businesspersons in negotiations. It is expected that the level of G-PII influences female businesspersons’ negotiation behaviors when their different identities (i.e., female identity, business identity or dual identities) are activated. Hence, a DIAIM model that depicts how female businesspersons with …
Building Negotiation Capital, Michael Benoliel
Building Negotiation Capital, Michael Benoliel
Asian Management Insights
Today, unlike the marketing or supply chain tasks, the negotiation task remains unstructured, sporadic, often improvised, and rarely analysed critically in the post-deal stage.