How the influence of the implicit power motive on negotiation performance can be neutralized by a conflicting explicit affiliation motive

We examined the impact of the implicit power motive on negotiation performance. Further, we examined the long-held notion that an aroused implicit motive's influence can be neutralized by a conflicting explicit motive. In two experiments with student samples, participants engaged in simulated salary negotiations against a fictitious opponent. Negotiation performance was assessed with participants' salary requests. As predicted, results indicated a positive impact of the implicit power motive on negotiation performance, regardless of whether the implicit power motive was measured (Experiment 1, N = 65) or manipulated (Experiment 2, N = 96). In addition, Experiment 2 confirmed that the effects of the aroused implicit power motive were neutralized when the explicit affiliation motive had been activated prior to negotiation.