How perceived power influences the consequences of dominance expressions in negotiations
Organizational Behavior and Human Decision Processes, pp. 14-30, 2018.
Recent research (Wiltermuth, Tiedens, u0026 Neale, 2015) has indicated that negotiators may use expressions of dominance and submissiveness to discover mutually-beneficial solutions and thereby create more joint value. We examined how the perceived relative power of negotiators who express dominance influences value claiming and value cre...More
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