The Impact of Power on Communicative Persistence, Strategic Diversity and Bargaining Outcomes

Academic Article

Abstract

  • An experiment was designed to assess the impact of power on communicative persistence and compliance-gaining strategy diversity. Participants played the roles of buyer and seller in a negotiation game. Results indicated that power exerted a substantial impact on the messages persons used during the negotiations. Furthermore, message behavior moderated the effect of power on outcomes, so that negotiators were differentially effective in any given power condition depending upon the messages employed. Finally, it was found that participants' message behavior was often counterproductive in maximizing outcomes. © 1995, Taylor & Francis Group, LLC. All rights reserved.
  • Authors

    Published In

    Digital Object Identifier (doi)

    Author List

  • Boster FJ; Kazoleas D; Levine T; Rogan RG; Kang KH
  • Start Page

  • 136
  • End Page

  • 144
  • Volume

  • 8
  • Issue

  • 2