Perceived Relative Power and its Influence on Negotiations

By Rebecca J. Wolfe, Kathleen L. McGinn. 2005

161 citations recorded by the source corpus.

Subfields: Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/5613a6e48633c10b9492f0b99a4af23836f644f8

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In Sociology and Political Science

1. L. Bunderen
2. Siyu Yu
3. Philip L. Smith
4. Mara Olekalns
5. Lindred L. Greer

Citations in the corpus

• Mutually Dependent: Power, Trust, Affect and the Use of Deception in Negotiation (2009, background): “Power can be viewed as an attribute of the individual (Anderson and Berdahl, 2002; Bacharach and Lawler, 1981; De Dreu, 1995) or as an attribute of the relationship (Blau, 1964; Emerson, 1962; Somech and Drach Zahary, 2002; Wolfe and McGinn, 2005).”
• The dysfunctions of power in teams: A review and emergent conflict perspective (2017, background): “In the context of negotiating teams, several studies have shown power dispersion to create more competitive and con fl ic-tual interactions and to impair team performance outcomes (e.g., Giebels, Van der Vliet, 2000; Greer & Van Kleef, 2010; Mannix, 1993; Mannix & Neale, 1993; Wolfe & McGinn, 2005).”