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 -