How perceived power influences the consequences of dominance expressions in negotiations

    Medha Raj
    Medha Raj
    Adam Wood
    Adam Wood

    Organizational Behavior and Human Decision Processes, pp. 14-30, 2018.

    Cited by: 1|Bibtex|Views0|

    Abstract:

    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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