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Power Processes in Bargaining

File(s)
Lawler53_Power_processes.pdf (104.59 KB)
Permanent Link(s)
https://hdl.handle.net/1813/75977
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ILR Articles and Chapters
Author
Lawler, Edward J.
Abstract

This is a theoretical article that integrates and extends a particular program of work on power in bargaining relationships. Power is conceptualized as a structurally based capability, and power use as tactical action falling within either conciliatory or hostile categories. The core propositions are (1) the greater the total amount of power in a relationship, the greater the use of conciliatory tactics and the lower the use of hostile tactics; and (2) an unequal power relationship fosters more use of hostile tactics and less use of conciliatory tactics than an equal power relationship. Distinct research on power dependence and bilateral deterrence provides support for both propositions. Implications are discussed for power struggle in ongoing relationships.

Date Issued
1992-01-01
Keywords
bargaining
•
power
•
tactical action
•
hostile tactics
•
conciliatory tactics
Related DOI
https://doi.org/10.1111/j.1533-8525.1992.tb00361.x
Rights
Required Publisher Statement: © Wiley. Final version published as: Lawler, E. J. (1992). Power processes in bargaining [Electronic version]. Sociological Quarterly, 33(1), 17-34. doi: 10.1111/j.1533-8525.1992.tb00361.x Reprinted with permission. All rights reserved.
Type
article

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