Power, propensity to negotiate, and moving first in competitive interactions

Pers Soc Psychol Bull. 2007 Feb;33(2):200-12. doi: 10.1177/0146167206294413.

Abstract

Five experiments investigated how the possession and experience of power affects the initiation of competitive interaction. In Experiments 1a and 1b, high-power individuals displayed a greater propensity to initiate a negotiation than did low-power individuals. Three additional experiments showed that power increased the likelihood of making the first move in a variety of competitive interactions. In Experiment 2, participants who were semantically primed with power were nearly 4 times as likely as participants in a control condition to choose to make the opening arguments in a debate competition scenario. In Experiment 3, negotiators with strong alternatives to a negotiation were more than 3 times as likely to spontaneously express an intention to make the first offer compared to participants who lacked any alternatives. Experiment 4 showed that high-power negotiators were more likely than low-power negotiators to actually make the first offer and that making the first offer produced a bargaining advantage.

MeSH terms

  • Adult
  • Competitive Behavior*
  • Female
  • Humans
  • Interpersonal Relations*
  • Male
  • Motivation*
  • Negotiating*
  • Power, Psychological*
  • Social Behavior
  • Social Identification