Power and Negotiation

Research output: Chapter in Book/Report/Conference proceedingEntry for encyclopedia/dictionary

22 Scopus citations

Abstract

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.
Original languageEnglish (US)
Title of host publicationThe International Encyclopedia of Interpersonal Communication
EditorsCharles R Berger, Michael E Roloff
PublisherWiley-Blackwell Publishing
ISBN (Print)9781118306055
DOIs
StatePublished - 2016

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