In this review, we identify emerging trends in negotiation scholarship that embrace
complexity, finding moderators of effects that were initially described as monolithic …

We examine the role of low-power individuals in social power research. A multi-method
literature review reveals that low-power individuals may be insufficiently understood …

We propose that interpersonal behaviors can activate feelings of power, and we examine
this idea in the context of advice giving. Specifically, we show (a) that advice giving is an …

Competition is one of the defining features of organizational life. In this research, we identify
a prevalent but overlooked type of competition—covert competition, which we define as …

We test whether leaders' power shapes their reasoning about moral issues and whether
such moral reasoning subsequently influences leaders' display of self-interested behavior …

Past research has suggested a fundamental principle of price precision: The more precise
an opening price, the more it anchors counteroffers. The present research challenges this …

Although “powerlessness” is a pervasive experience for employees, prior social power
research has predominantly focused on consequences of “powerfulness.” This has led to …

Because trust is essential in the development and maintenance of well-functioning
relationships, scholars across numerous scientific disciplines have sought to determine what …

Highlights•Power generally has positive effects on negotiators' individual performance.•But
not when power is operationalized as numerical alternatives.•In dyads, power (im) balance …

Due to its pervasive negative consequences, failing to understand the origins of paranoia
can be costly for organizations. Prior research suggests that powerful employees are …