Abstract
Negotiating parties commencing a negotiation are likely to have different levels of intention to settle. Is this attributed to the power differential among them? Little is known about this. Applying power-dependency theory and dual concern theory, this study proposes a power-motive-intention framework, which is empirically tested using the structural equation modeling (SEM) method. The results indicate that negotiating parties with high perceived power could enhance their proself motive and suppress their prosocial motive, thereby stifling the intention to settle. To alleviate this dark side of power, psychological bonding agents, including trust and shared vision, are found to be effective alleviating agents. © 2024 Project Management Institute, Inc.
| Original language | English |
|---|---|
| Pages (from-to) | 723-739 |
| Journal | Project Management Journal |
| Volume | 55 |
| Issue number | 6 |
| Online published | 11 Jun 2024 |
| DOIs | |
| Publication status | Published - Dec 2024 |
Research Keywords
- intention to settle
- perceived power
- project dispute negotiation
- psychological bonding agents
- social motive
Publisher's Copyright Statement
- COPYRIGHT TERMS OF DEPOSITED POSTPRINT FILE: The article is protected by copyright and reuse is restricted to non-commercial and no derivative uses. Users may also download and save a local copy of an article accessed in an institutional repository for the user's personal reference. For permission to reuse an article, please follow our Process for Requesting Permission. Lin, S., & Cheung, S. O., Understanding the Dark Side of Power in Project Dispute Negotiation Settlement, Project Management Journal. Copyright © 2024 Project Management Institute, Inc. DOI: 10.1177/87569728241261306
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