Power and Decision Making in Negotiation: Predictions from Construal Level Theory
30 Pages Posted: 8 Oct 2009 Last revised: 4 Nov 2009
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.
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