Power Dynamics In Negotiation

A dynamic integrative model is proposed that decouples power into four components: potential power, perceived power, perception of power, power tactics, and realized power.

Abstract

Power is widely acknowledged to affect negotiator performance. Yet few efforts have been made to integrate the most prominent theories of power into a cohesive framework that can account for the results from a broad array of negotiation-relevant research. We address this limitation by proposing a dynamic integrative model that decouples power into four components: (1) potential power, (2) perceived power, (3) power tactics, and (4) realized power. Implications, propositions, and future directions are discussed.