This study focuses on the intersection of power and gender in negotiations, which is seldom challenged in previous research. In an experiment with 72 negotiators, we consider issue authority as a proxy of power in negotiations and investigate how different power allocations affect the negotiation success. We learn that an increase in issue authority for one of the two parties does not necessarily lead to an increase in success. Especially, female negotiators rely on their negotiation power, rather than systematically improving mutual utilities. This article contributes to Emerson's power-dependence theory, social role theory, role congruity theory, and gender role conflict theory by combining analyzing the impact of gender differences and power on the success. This study attempts to close the gap in the literature by focusing on the prospective function of gender role orientation in explaining gender differences in negotiation. The theoretical contribution is that females are not per se inferior in negotiations, but their performance decreases in scenarios of power asymmetries. On the contrary, unbalanced power decreases the likelihood of success. Negotiators cannot rely on a power advantage to increase their success.
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New legislation (H.R. 485) that is currently being debated in the House Energy and Commerce Committee and a letter to the Department of Health and Human Services (HHS) from Republican members of the Senate Finance Committee present a threat to Medicare's new and already limited ability to negotiate over some high-priced prescription drugs. The language…
Workers Compensation claims are not interpersonal disputes. Almost always they are disputes between individuals and corporations. Compensation insurers are "repeat players" in the system. Workers are often "one–shotters" who have little or infrequent contact with the system. Power inequality between the worker, employer, insurer, and those who are required to facilitate negotiations and resolve and settle disputes under compensation legislation are matters of considerable importance. This paper examines the effects of the implementation, in 1993, of informal dispute resolution processes in the Western Australian workers compensation system under the Workers Compensation and Rehabilitation Act 1981(WA), which excluded lawyers from the process. It argues that preexisting power imbalances have been aggravated by these procedural changes, and in particular, by the exclusion of legal practitioners from the dispute resolution process. The issues raised herein have general application to most workers compensation systems.
We introduce a series of arguments that explain how country characteristics influence the choice of bargaining strategies. The country characteristics that we consider are a country's power resources, preferences and culture. We derive a series of hypotheses from these variables, and present their implications for intergovernmental negotiations in the European Union (EU). We also discuss the methodological difficulties inherent in studying negotiation behaviour: the secrecy surrounding the negotiations; the biases introduced by asking participants; and the difficulty of inferring from role plays to real-world negotiations. While recognizing these difficulties, we conclude that research on this topic is essential to arrive at a better understanding of how the negotiation process influences negotiation outcomes. Adapted from the source document.
'Rising China' is a term that has come to refer to China's march to being number one, the speed of its economic growth, and its investment around the world during last two decades. In Finland, government agencies have been established to promote investment, trade, and co-operation with China, while regional and local governments are also actively involved. Meanwhile, much of the world is now competing for the attention of China, so the power dynamic is tending to shift in favour of the Chinese. This developing context has been examined in previous studies primarily from the perspectives of politics, economics, and management studies. The overarching aim of this study is to investigate emerging power relations between Finns as sellers of investment opportunities and products and Chinese as investors, buyers, and partners. The study predominantly builds on Positioning Theory (Harré, 1991). It uses methodological tools of ethnographically framed in terviewing and observation. The study comprises five articles - empirical research reports exploring the major themes in data collected – adjustment of Finns to the Chinese, search of common ground with Chinese representatives, guest-host positioning during delegation visits, humor in negotiations, and the language aspect in co-operation. Five styles of positioning regarding power and common ground were found – adjustment, use of existing common ground, autonomy, 'soft' power, and pressure / hedging; the character this typology was found to correspond to phases of the five Chinese elements (Wu Xing). While the data suggest that both Finnish and Chinese representatives use all of these strategies, Finnish representatives tended to rely on active responses such as adjustment and pressure/hedging, while Chinese representatives more often resorted to a stance of autonomy. The dynamic among these phases is illustrated using the model of a rope, which suggests the integral nature of change from one style into another, as well as the ways power, common ground, and culture are all intertwined. A variety of external and internal factors that influence the positioning of Finnish and Chinese representatives could also be traced from the articles, such as organizational roles, meeting places, discourses about national characteristics, and considerations of 'face'. This further reveals the complexity of positioning regarding power and common ground.
Purpose The literature regarding the effect of power on negotiation strategies remains scattered and inconsistent. This study aims to propose that the effect of power on negotiation strategies is contingent on contextual variables but also on individual differences among negotiators. Specifically, the authors hypothesize that creativity moderates the effect of power such that low-power, as compared to high-power negotiators, use more collaborative and less competitive strategies and further report lower fixed-pie perception (i.e. perception of a counterpart's goals and interests as diametrically opposite to one's own goals and interests) when they can be creative. Moreover, the authors hypothesize that negotiators' age buffers the moderated effect of power.
Design/methodology/approach The authors conducted two experiments and a cross-sectional field study. Participants in Studies 1 and 2 played a negotiation game in dyads. Study 1 manipulated power as status (manager vs employee), whereas Study 2 manipulated power as Best Alternative to a Negotiated Agreement (i.e. power to exit the negotiation without a deal). Accordingly, participants in Study 2 had strong vs weak Best Alternative to a Negotiated Agreement. In both studies, power was manipulated within dyads. Moreover, in both studies, the authors manipulated creativity (high vs low) between dyads. The chronological age of negotiators was measured in both studies and served as an additional moderator. Study 3 (preregistered) aimed to replicate the experiment results in the field.
Findings Study 1 provided partial support for the hypothesis about collaborative strategies. Study 2 fully supported the hypothesis about the role of power and creativity on FPP and on collaboration (but not on competition). Study 3 did not support the power by creativity hypothesis. Interestingly, Studies 1 and 2 supported the power × creativity × age interaction hypothesis when predicting collaboration, while Study 3 supported the three-way interaction when predicting competition. Furthermore, Study 2 provided full support for the three-way interaction hypothesis when predicting FPP, while Study 3 provided partial support for this hypothesis. Altogether, the three studies largely replicated and complemented each other and revealed the robustness of the examined effects.
Research limitations/implications The findings of this research extend the literature on power on the one hand and negotiation and conflict management on the other and shed light on the inconsistent results regarding the role of power in collaboration and competition (De Dreu, 1995; De Dreu and Van Kleef, 2004; Overbeck and Park, 2001; Overbeck et al., 2006). Additionally, this research reconciles the inconsistent literature on creativity, conflict management and prosocial behavior (Gino and Ariely, 2012; Gino and Wiltermuth, 2014; Wilson and Thompson, 2014). Finally, the findings touch upon the aging literature as well and shed light on the role of age on conflict management (for a review, see Beitler et al., 2018) and on the interconnection between age, power and creativity.
Practical implications The findings are relevant to organizations characterized by power asymmetries (e.g. employee/manager) and inform practitioners about the main determinants of collaboration-based negotiations at work.
Social implications The findings extend the literature on power on the one hand and negotiation and conflict management on the other and shed light on the inconsistent results regarding the role of power in collaboration and competition.
Originality/value To the best of the authors' knowledge, this is the first study investigating the moderating role of creativity in the relationship between negotiation power and negotiation strategies. Moreover, the moderating role of participant age in such relationships has been, to date, largely uninvestigated.
The study of power and the practice of negotiation / I. William Zartman and Jeffrey Z. Rubin -- Asymmetry in negotiating the Canada-US Free Trade Agreement, 1985-1987 / Gilbert R. Winham and Elizabeth DeBoer-Ashworth -- US-Indonesian negotiations over the conditions of aid, 1951-1954 / Timo Kivimäki -- US-Egyptian aid negotiations in the 1980s and 1990s / William M. Habeeb -- The Andorra-European Community Trade Agreement negotiations, 1979-1987 / Guy Olivier Faure and Patrick Klaousen -- Nepal-India water resource relations / Dipak Gyawali -- The impact of multiple asymmetries on Arab-Israeli negotiations / Saadia Touval -- Asymmetry in multilateral negotiation between North and South at UNCED / Gunnar Sjöstedt -- Compensating for weak symmetry in the Mali-Burkina Faso conflict, 1985-1986 / Jean-Emmanuel Pondi -- Seeking honor under strong symmetry in the Korean War armistice negotiations / Xibo Fan -- Lessons for practice / Jeswald W. Salacuse -- Symmetry and asymmetry in negotiation / I. William Zartman and Jeffrey Z. Rubin
