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Power, propensity to negotiate, and moving first in competitive interactions
Joe C Magee1, Adam D Galinsky, Deborah H Gruenfeld
1New York University, New York, NY 10012, USA. joe.magee@nyu.edu
Personality & Social Psychology Bulletin
|January 30, 2007
Summary
Individuals with power are more likely to initiate competitive interactions, such as negotiations and debates. This research shows that power increases the tendency to make the first move, leading to potential advantages.
Area of Science:
- Social Psychology
- Behavioral Economics
- Organizational Behavior
Background:
- The role of power in social dynamics is a key area of research.
- Understanding how power influences decision-making and interaction initiation is crucial for various contexts.
Purpose of the Study:
- To investigate the causal relationship between the possession and experience of power and the initiation of competitive interactions.
- To determine if power increases the propensity to make the first move in different competitive scenarios.
Main Methods:
- Five experiments were conducted to examine the effects of power on initiating competitive actions.
- Methods included manipulating power through priming and situational roles, and observing negotiation and debate initiation.
Main Results:
- High-power individuals consistently showed a greater propensity to initiate negotiations and competitive interactions compared to low-power individuals.
- Power priming significantly increased the likelihood of participants choosing to make the opening arguments in a debate.
- Negotiators with strong alternatives were more likely to express intent to make the first offer, and high-power negotiators made the first offer more often, gaining a bargaining advantage.
Conclusions:
- Possessing or experiencing power significantly enhances the likelihood of initiating competitive interactions.
- Making the first move in competitive situations, often driven by power, can lead to tangible bargaining advantages.
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