Magee Joe C, Galinsky Adam D, Gruenfeld Deborah H
New York University, New York, NY 10012, USA.
Pers Soc Psychol Bull. 2007 Feb;33(2):200-12. doi: 10.1177/0146167206294413.
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.
五项实验研究了权力的拥有和体验如何影响竞争互动的发起。在实验1a和1b中，高权力个体比低权力个体表现出更大的发起谈判的倾向。另外三项实验表明，权力增加了在各种竞争互动中率先行动的可能性。在实验2中，在语义上受到权力启动的参与者在辩论比赛场景中选择率先发言的可能性几乎是对照组参与者的4倍。在实验3中，与没有任何替代方案的参与者相比，有强大谈判替代方案的谈判者自发表达率先报价意图的可能性高出3倍多。实验4表明，高权力谈判者比低权力谈判者更有可能实际率先报价，并且率先报价会产生谈判优势。
