|Original language||English (US)|
|Title of host publication||The International Encyclopedia of Interpersonal Communication|
|Editors||Charles R Berger, Michael E Roloff|
|State||Published - 2016|
When negotiators have divergent interests, they must find some way to deal with them and power plays in important role in how that is done. Their control of resources is related to how parties influence each other during a negotiation as well as the final outcome. Because of the integral role that power plays in negotiation, a large literature has focused on it and it is scattered across a variety of fields and disciplines including communication, social psychology, management, and sociology. This entry describes nine approaches that have been used to study power and negotiation.