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Personality and Social Psychology Bulletin, Vol. 33, No. 2, 200-212 (2007)
DOI: 10.1177/0146167206294413
© 2007 Society for Personality and Social Psychology, Inc.

Power, Propensity to Negotiate, and Moving First in Competitive Interactions

Joe C. Magee

New York University, joe.magee{at}nyu.edu

Adam D. Galinsky

Northwestern University

Deborah H Gruenfeld

Stanford University

Five experiments investigated how the possession and experience of power affects the initiation of competitive interaction. In Experiments 1a and 1b, high-power individuals displayed a greater propensity to initiate a negotiation than did low-power individuals. Three additional experiments showed that power increased the likelihood of making the first move in a variety of competitive interactions. In Experiment 2, participants who were semantically primed with power were nearly 4 times as likely as participants in a control condition to choose to make the opening arguments in a debate competition scenario. In Experiment 3, negotiators with strong alternatives to a negotiation were more than 3 times as likely to spontaneously express an intention to make the first offer compared to participants who lacked any alternatives. Experiment 4 showed that high-power negotiators were more likely than low-power negotiators to actually make the first offer and that making the first offer produced a bargaining advantage.

Key Words: anchoring • competition • negotiation • power • priming • proactive behavior


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