- The influence of power on the information search, impression formation, and demands in negotiation
- Journal of Experimental Social Psychology
- Volume | Issue number
- 40 | 3
- Pages (from-to)
- Document type
- Faculty of Social and Behavioural Sciences (FMG)
- Psychology Research Institute (PsyRes)
Based on work by Fiske (1992), we argue that power differences influence information search strategies during negotiation.Experiment 1 showed that negotiators with less power ask more diagnostic than leading questions, and more belief-congruent thanincongruent questions, when facing a competitive rather than cooperative partner. Experiment 2 suggested that this result wascaused by stronger accuracy and impression motivation among less powerful negotiators. Experiment 3 showed that belief-congruentrather than incongruent questions produce more positive impressions during negotiation. And when less powerful negotiatorsare asked leading questions about their willingness to cooperate (compete), they responded with lower (higher) demands. Theresults are discussed in terms of a motivated information-processing model of negotiation.
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