Power and Decision Making in Negotiation: Predictions from Construal Level Theory

30 Pages Posted: 8 Oct 2009 Last revised: 4 Nov 2009

See all articles by Ronel Ben-Dov

Ronel Ben-Dov

affiliation not provided to SSRN

Daniel Heller

Bank for International Settlements (BIS)

Shirli Kopelman

University of Michigan, Stephen M. Ross School of Business

Date Written: June 15, 2009

Abstract

This research examines the role of power in negotiation from the perspective of Construal Level Theory (CLT; Liberman & Trope, 1998). Elevated power increases the psychological distance one feels from others, and should therefore lead, according to CLT, to more abstract information processing. Given the link between power and abstraction, we predicted that elevated power would: a) increase preference for simultaneous as opposed to sequential consideration of issues in the context of integrative negotiation; and b) predispose negotiators to make lower offers in the context of ultimatum bargaining. Our results supported these predictions. Theoretical and practical implications of the findings are discussed.

Suggested Citation

Ben-Dov, Ronel and Heller, Daniel and Kopelman, Shirli, Power and Decision Making in Negotiation: Predictions from Construal Level Theory (June 15, 2009). 22nd Annual IACM Conference Paper, Available at SSRN: https://ssrn.com/abstract=1484750 or http://dx.doi.org/10.2139/ssrn.1484750

Ronel Ben-Dov (Contact Author)

affiliation not provided to SSRN ( email )

Daniel Heller

Bank for International Settlements (BIS) ( email )

Centralbahnplatz 2
Basel, Basel-Stadt 4002
Switzerland

Shirli Kopelman

University of Michigan, Stephen M. Ross School of Business ( email )

701 Tappan Street
Ann Arbor, MI MI 48109
United States

HOME PAGE: http://www.shirlikopelman.com

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