Argast, Laura Maria (2022) Power and its Effect on Negotiation Outcomes; The Moderating Role of Creativity. Master thesis, Psychology.
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Abstract
Power is a valuable asset in negotiations; Often those high in power end up with a larger share of the pie. Given creativity's role as an essential 21st century skill and its relation with negotiation outcomes, we propose that it has influence on the negotiation, leading to more joint overall negotiation outcomes. In this study, we are mostly interested in whether or not creativity influences the effect of power on negotiation outcomes. We additionally investigate the mediating role of problem-solving in this relationship. We conducted a negotiation experiment (N = 152) where participants played a negotiation game in dyads. Power (high versus low) was manipulated within dyads of negotiators and creativity (high versus low) was manipulated between dyads. Results show that those high in power ended up with higher gains/ negotiation outcomes. Contrary to our expectations, no evidence for the moderating effect of creativity on this relationship was found. Furthermore, problem-solving did not mediate the moderated effect of creativity on power. We conclude that situational power has an impact on negotiation outcomes. However, the moderating role of creativity and the mediating role of problem-solving in this relationship should be further explored. We discuss the theoretical and practical implications of the results. Keywords: power, creativity, negotiation outcomes, Best Alternative to a Negotiated Agreement
| Item Type: | Thesis (Master) |
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| Supervisor name: | Fousiani, K. |
| Degree programme: | Psychology |
| Differentiation route: | Work, Organizational and Personnel Psychology (WOP) [Master Psychology] |
| Date Deposited: | 31 Jan 2022 10:38 |
| Last Modified: | 31 Jan 2022 10:38 |
| URI: | http://gmwpublic.studenttheses.ub.rug.nl/id/eprint/101 |
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