Power Dynamics In Negotiation

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Repairing trust with individuals vs. groups (2013, background): “Prior research in this arena has identified a wide variety of ways in which past experience can meaningfully influence subsequent behavior (e.g., Gruenfeld and Hollingshead, 1993, Kim, 1997b, Kim et al., 2003, Kim et al., 2005, Milch et al., 2009, Moon et al., 2003).”
I feel, therefore you act: Intrapersonal and interpersonal effects of emotion on negotiation as a function of social power (2010, background): “In negotiation, power has typically been operationalized in terms of the relative quality of one’s alternatives (Pinkley, Neale, & Bennett, 1994); it can also be defined by the contributions that each party offers to the other (Kim et al., 2005).”
Interpersonal Power (2015, background): “In addition, Kim, Pinkley, and Fragale (2005) proposed an integrative model of negotiator power that emphasizes four aspects of power: (a) potential power, (b) perceived power, (c) power tactics, and (d) realized power.”