Rabe, Leon (2022) Effects of Power on Negotiation Outcomes: The Moderating Role of Creativity. Master thesis, Psychology.
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Abstract
Negotiation power has long been assumed to be one of the most important drivers in the context of negotiations. Research attests that a powerful negotiator behaves differently than a powerless negotiator in many aspects, such as which negotiation strategy they choose. However, it has not yet been clear how power affects the outcome of a negotiation exactly and under which conditions. Indeed, sometimes high power does not translate to high outcomes automatically, and sometimes powerless negotiators can still maximize their gains regardless of being low in power. I propose that the level of creativity a negotiator holds will moderate the effect of negotiation power on negotiation outcomes, such that higher creativity leads to higher negotiation outcomes. Furthermore, I argue that the cognitive bias fixed-pie perception mediates the relationship between negotiation power and negotiation outcomes, and that creativity will moderate this mediated relationship. An experiment was conducted (N = 152), using a real-time, online-based negotiation game, in which negotiation power (high versus low) was manipulated within, and creativity (high versus low) was manipulated between negotiation dyads. The results of the study showed that powerful negotiators achieved higher individual negotiation outcomes than did powerless negotiators. No evidence was found for the moderating role of creativity nor for the mediating role of fixed-pie perception. I conclude that power is still the most important factor in the context of negotiations. Theoretical and practical implications of the findings are discussed. Keywords: power, creativity, fixed-pie perception, negotiation
| 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: | 18 Feb 2022 08:24 |
| Last Modified: | 18 Feb 2022 08:24 |
| URI: | http://gmwpublic.studenttheses.ub.rug.nl/id/eprint/206 |
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