Anchors Weigh More Than Power: Why Absolute Powerlessness Liberates Negotiators to Achieve Better Outcomes

Psychological Science

Volumn 26, Issue 2, 2015, Pages 170-181

  Schaerer, Michael ^a   Swaab, Roderick I ^a   Galinsky, Adam D ^b  

^a INSEAD   (France)

^b The Sanford C Bernstein Co Center for Leadership and Ethics   (United States)

Author keywords

alternatives; anchoring; first offer; negotiation; negotiator focus; power

Indexed keywords

ACHIEVEMENT; ADULT; BEHAVIOR; CONTROLLED STUDY; FEMALE; HUMAN; HUMAN RELATION; INTERPERSONAL COMMUNICATION; MALE; PSYCHOLOGY; RANDOMIZED CONTROLLED TRIAL; YOUNG ADULT;

ACHIEVEMENT; ADULT; FEMALE; HUMANS; INTERPERSONAL RELATIONS; MALE; NEGOTIATING; POWER (PSYCHOLOGY); YOUNG ADULT;

EID: 84922702727     PISSN: 09567976     EISSN: 14679280     Source Type: Journal    
DOI: 10.1177/0956797614558718     Document Type: Article

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