Power Dependence and Power Paradoxes in Bargaining

[Excerpt] What this article (and our larger program of work) is designed to demonstrate is that these very simple ideas represent a particularly suitable starting point for understanding the power struggle between parties who regularly engage in negotiation. Specifically, in this article we show that the approach contains certain paradoxes regarding the acquisition and use of power in an ongoing bargaining relationship. The dependence framework treats the ongoing relationship as a power struggle in which each party tries to maneuver itself into a favorable power position

What other's disappointment may do to selfish people: Emotion and social value orientation in a negotiation context

The authors examined whether individual differences in social value orientation moderate responses to other’s expressions of disappointment in negotiation. The literature suggested competing hypotheses: First, prosocials are more responsive to other’s disappointment because they have a greater concern for other; second, proselfs are more responsive because they see other’s disappointment as a threat to their own outcomes. Results of a computer-mediated negotiation in which a simulated opponent expressed disappointment, no emotion, or anger supported the second prediction: Proselfs conceded more to a disappointed opponent than to a neutral or angry one, whereas prosocials were unaffected by the other’s emotion. This effect was mediated by participants’ motivation to satisfy the other’s needs, which disappointment triggered more strongly in proselfs than in prosocials. Implications for theorizing on emotion, social value orientation, and negotiation are discussed

Reducing conflict-related employee strain: The benefits of an internal locus of control and a problem-solving conflict management strategy

Workplace conflict is a potent stressor, but most previous research has focused on its effect on productivity and performance rather than on individual well-being. This paper examines the moderating roles of an individual's internal locus of control and a problem-solving conflict management strategy. In the cross-sectional study, among 774 health care workers in the Netherlands, employees' internal locus of control did moderate the relationship between experienced conflict at work and psychological strain, which was measured using a 13-item Dutch adaptation of the Occupational Stress Indicator. In addition, this moderation was mediated by the active conflict management strategy of problem solving; people with a more internal locus of control use a problem-solving conflict management strategy more often and, as a result, experience less psychological strain in cases of workplace conflict. Implications for conflict theory, for future research, and for practice are discussed