Power dynamics in negotiation

被引：5

作者：

Kim, PH ^{[1
]}

Pinkley, RL

Fragale, AR

机构：

[1] Univ So Calif, Marshalls Sch Business, Los Angeles, CA 90089 USA

[2] So Methodist Univ, Edwin L Cox Sch Business, Dallas, TX 75275 USA

[3] Stanford Univ, Stanford, CA 94305 USA

来源：

ACADEMY OF MANAGEMENT REVIEW | 2005年 / 30卷 / 04期

关键词：

D O I：

10.5465/amr.2005.18378879

中图分类号：

F [经济];

学科分类号：

02 ;

摘要：

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.

引用

页码：799 / 822

页数：24

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