Using self-regulation to successfully overcome the negotiation disadvantage of low power
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In: Frontiers in Psychology, Vol. 8, No. MAR, 271, 14.03.2017.
Research output: Journal contributions › Journal articles › Research › peer-review
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TY - JOUR
T1 - Using self-regulation to successfully overcome the negotiation disadvantage of low power
AU - Jäger, Andreas
AU - Loschelder, David D.
AU - Friese, Malte
PY - 2017/3/14
Y1 - 2017/3/14
N2 - A plethora of studies has demonstrated that low-power negotiators attain lower outcomes compared to high-power negotiators. We argue that this low-power disadvantage can be conceptualized as impaired goal attainment and that self-regulation can help to overcome it. Three experiments tested this assertion. In Study 1, low-power negotiators attained lower profits compared to their high-power opponents in a face-to-face negotiation. Negotiators who set themselves goals and those who additionally formed if-then plans prior to the negotiation overcame the low-power disadvantage. Studies 2 and 3 replicated these effects in computer-mediated negotiations: Low-power negotiators conceded more than high-power negotiators. Again, setting goals and forming additional if-then plans helped to counter the power disadvantage. Process analyses revealed that negotiators' concession-making at the start of the negotiation mediated both the low-power disadvantage and the beneficial effects of self-regulation. The present findings show how the low-power disadvantage unfolds in negotiations and how self-regulatory techniques can help to overcome it.
AB - A plethora of studies has demonstrated that low-power negotiators attain lower outcomes compared to high-power negotiators. We argue that this low-power disadvantage can be conceptualized as impaired goal attainment and that self-regulation can help to overcome it. Three experiments tested this assertion. In Study 1, low-power negotiators attained lower profits compared to their high-power opponents in a face-to-face negotiation. Negotiators who set themselves goals and those who additionally formed if-then plans prior to the negotiation overcame the low-power disadvantage. Studies 2 and 3 replicated these effects in computer-mediated negotiations: Low-power negotiators conceded more than high-power negotiators. Again, setting goals and forming additional if-then plans helped to counter the power disadvantage. Process analyses revealed that negotiators' concession-making at the start of the negotiation mediated both the low-power disadvantage and the beneficial effects of self-regulation. The present findings show how the low-power disadvantage unfolds in negotiations and how self-regulatory techniques can help to overcome it.
KW - Psychology
KW - If-then plans
KW - Negotiation
KW - Power
KW - Self-regulation
KW - Setting goals
UR - http://www.scopus.com/inward/record.url?scp=85016309410&partnerID=8YFLogxK
U2 - 10.3389/fpsyg.2017.00271
DO - 10.3389/fpsyg.2017.00271
M3 - Journal articles
C2 - 28382005
VL - 8
JO - Frontiers in Psychology
JF - Frontiers in Psychology
SN - 1664-1078
IS - MAR
M1 - 271
ER -