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The influence of power on negotiatio...

Chai, Sabine.

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The influence of power on negotiation processes.

紀錄類型:	書目-電子資源 : Monograph/item
正題名/作者:	The influence of power on negotiation processes./
作者:	Chai, Sabine.
面頁冊數:	207 p.
附註:	Source: Dissertation Abstracts International, Volume: 74-11(E), Section: A.
Contained By:	Dissertation Abstracts International74-11A(E).
標題:	Speech Communication. -
電子資源:	http://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=3587413
ISBN:	9781303246159

The influence of power on negotiation processes.
Chai, Sabine.

The influence of power on negotiation processes. - 207 p.

Source: Dissertation Abstracts International, Volume: 74-11(E), Section: A.

Thesis (Ph.D.)--University of Maryland, College Park, 2013.

This item is not available from ProQuest Dissertations & Theses.

The focus of this dissertation is on communication processes in negotiations with unequal power distribution between parties. A model is tested proposing that culturally influenced power-distance values and power differences based on resource distribution both influence negotiators' perceptions of the difference in power between parties. This perception influences the choice of negotiation tactics. If the power gap is perceived to be small, both parties will employ more power tactics than if the gap is perceived to be large.

ISBN: 9781303246159Subjects--Topical Terms:

1017408
Speech Communication.

The influence of power on negotiation processes.
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245 1 4 $a The influence of power on negotiation processes.
300 $a 207 p.
500 $a Source: Dissertation Abstracts International, Volume: 74-11(E), Section: A.
500 $a Advisers: Deborah A. Cai; Edward L. Fink.
502 $a Thesis (Ph.D.)--University of Maryland, College Park, 2013.
506 $a This item is not available from ProQuest Dissertations & Theses.
506 $a This item must not be sold to any third party vendors.
520 $a The focus of this dissertation is on communication processes in negotiations with unequal power distribution between parties. A model is tested proposing that culturally influenced power-distance values and power differences based on resource distribution both influence negotiators' perceptions of the difference in power between parties. This perception influences the choice of negotiation tactics. If the power gap is perceived to be small, both parties will employ more power tactics than if the gap is perceived to be large.
520 $a An experiment was conducted to test the model. Participants (294) were randomly assigned to one of two roles (manager versus subordinate) and one of two conditions (high resource-power-difference versus low resource-power-difference). Participants formed 147 dyads, completed questionnaires and role-played negotiations, which were recorded and coded for the use of power tactics. The analysis used a structural equation model to test the study's hypotheses; the model had acceptable fit. Power distance and resource distribution were found to influence negotiators' perception of reward power and overall power difference between the parties. Negotiators varied their behavior depending on condition, lending support to power distance reduction theory (Mulder, 1973). However, perception of overall power difference did not directly predict use of power tactics. Limitations and directions for future research are discussed.
590 $a School code: 0117.
650 4 $a Speech Communication. $3 1017408
650 4 $a Business Administration, Management. $3 626628
650 4 $a Sociology, Organizational. $3 1018023
650 4 $a Sociology, Industrial and Labor Relations. $3 1017858
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710 2 $a University of Maryland, College Park. $b Communication. $3 1272679
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793 $a English
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