Separation Effect Of Power And Status Influence On Individual Negotiation

In the study of negotiation,Hierarchies structure tend to have a big influence on the outcome of the negotiations, because high rank of one party control the outcome of the negotiation more than low rank of one party. Power and status are the most prominent and basic dimensions of hierarchy structure, and the definition of theories between power and status has become clearer. However, currently empirical research which consider power and negotiation research is still using the role play instead of power priming. Thanks to the existing research on power and status with the individual psychological and physiological effects, we think the combine of power and status in operation is unreliable, because the different effects that caused by status and power on psychology and physiology can directly or indirectly affect the results of the negotiation. Therefore, this research operates power and status separately for investigating the influence of these two variables on negotiation results and individual’s bonus distributions by the work negotiation task. The research is divided into three parts.In the first research, we operate power and status separately. Objective: testing the negotiation results and bonus distributions in different conditions of power –status matching. Methods: using two factors between subject design of 3(power level: high, low, neutral) x 3(status level: high, low, neutral). Results:(1) Main significant effect of power, high power negotiators’ offer and negotiators with significantly higher baseline;(2) Main significant effect of status, the high status of negotiators’ offer and negotiators with significantly higher baseline;(3) The significant interaction effect of power and status. Power effect offer and baseline differently in different conditions of status;(4) Status has influence on power holders’ power exercise, participants on low status give less opponent’s bonus distribution than participants on the high status.The second research based on the first research, we add a power change design of research, Objective: testing the influence of power gained and lost on the negotiation result and bonus distribution in the different conditions of status. Methods: using two factors between subject design of 2(power change: increase and decrease) x 2(status levels: high and low). Results:(1) Main significant effect of power changes, the negotiators’ offer and baseline on the second round of negotiation will be higher than the first round when the power increased, they will be lower when power decreases.(2) Main significant effect of status, the offer and baseline of high status negotiators’ are higher than the low status negotiators’;(3) The interaction effect of power changes and status is significant. Negotiators is over-react to the power change in low status conditions, and negotiators react appropriately to the power change in high status conditions;(4) When the power increases, participants on low status condition give less opponent’s bonus distribution than participants on the high status.The third research based on the second research, we keep power levels and change the level of status, Objective: testing the influence of status gained and lost on the negotiation result and bonus distribution in different power, and using comparison of research one and research two to explain different impact on individual’s negotiation. Methods: using two factors between subject design of 2(power levels: high and low) x 2(status change: increase and decrease). Results:(1) Main significant effect of status changes, the negotiators’ offer and baseline on the second round of negotiation will be higher than the first round of negotiation when the status increased,, and they will be lower when the status decreased;(2) No significant effect of power;(3) The interaction effect of power and status has significantly marginal changes, and different power participants react consistently to status change;(4) Status changes effect on the proportion of bonus distribution was provided by high power group. The proportion of bonus distribution which participants give opponent will increase significantly when the status increased, and the proportion will decrease when status decreased.In conclusion,(1) Operating power separately can manipulate negotiators’ offer and the expectation of baseline effectively;(2) Operating status separately also can manipulate negotiators’ offer and the expectation of baseline effectively;(3) Separation of power and status will break the effect of power, negotiators in low status conditions are over-react to the power change, but negotiators in high status conditions react appropriately to the power change;(4) People over-react to an increase in power, but they react appropriately to a loss in power;(5) Status changes effect on participants in different power condition consistently. However, power change to influence on participants on different status condition is not the case;(6) Power operation and status operation has different effects on individuals. Power amplifies personal inclinations, but status of individual behavior makes certain adjustment.