Related Experiment Video
Updated: Jan 21, 2026

Simultaneous EEG Monitoring During Transcranial Direct Current Stimulation
Published on: June 17, 2013
Power and negotiation: review of current evidence and future directions
Michael Schaerer1, Laurel Teo1, Nikhil Madan2
1Singapore Management University, Singapore.
Abstract:
This review synthesizes the impact of power on individual and joint negotiation performance. Although power generally has positive effects on negotiators' individual performance (value claiming), recent work suggests that more power is not always beneficial. Taking a dyadic perspective, we also find mixed evidence for how power affects joint performance (value creation); some studies show that equal-power dyads create more value than unequal-power dyads, but others find the opposite. We identify the source of power, power distribution, and competitiveness as critical moderators of this relationship. Finally, we suggest that future research should move beyond studying alternatives in dyadic deal-making, identify strategies to overcome a lack of power,increase empirical realism, and take a more dynamic view of power in negotiations.
Related Concept Videos
The Evidence for Evolution
Review and Preview
Percentiles are a type of fractile that partition data into...
Review and Preview
Power
Sums of Power
Instantaneous Power

