Article ID | Journal | Published Year | Pages | File Type |
---|---|---|---|---|
7247992 | Organizational Behavior and Human Decision Processes | 2018 | 17 Pages |
Abstract
Dyads in which only the relatively powerful negotiator expressed dominance created more value than did dyads in which neither, both, or only the relatively powerless negotiator expressed dominance. The coordination benefits attributable to dominance complementarity were therefore best achieved when there was congruence between a negotiator's perceived power and the power/status cues the negotiator sent through expressions of dominance.
Related Topics
Social Sciences and Humanities
Business, Management and Accounting
Marketing
Authors
Scott S. Wiltermuth, Medha Raj, Adam Wood,