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Social hierarchy : the self-reinforcing nature of power and status

Magee, Joe C.; Galinsky, Adam D. - In: Annals / The Academy of Management 2 (2008), pp. 351-398

Persistent link: https://www.econbiz.de/10003890805

Not so lonely at the top : the relationship between power and loneliness

Waytz, Adam; Chou, Eileen Y.; Magee, Joe C.; Galinsky, … - In: Organizational behavior and human decision processes : … 130 (2015), pp. 69-78

Persistent link: https://www.econbiz.de/10011372675

The four horsemen of power at the bargaining table

Galinsky, Adam D.; Schaerer, Michael; Magee, Joe C. - In: The journal of business & industrial marketing 32 (2017) 4, pp. 606-611

Persistent link: https://www.econbiz.de/10011692428

Social hierarchy : the self-reinforcing nature of power and status

Magee, Joe C.; Galinsky, Adam D. - In: Annals / The Academy of Management 2 (2008), pp. 351-398

Persistent link: https://www.econbiz.de/10009897951

The four horsemen of power at the bargaining table

Galinsky, Adam D.; Schaerer, Michael; Magee, Joe C. - In: Journal of Business & Industrial Marketing 32 (2017) 4, pp. 606-611

Purpose This paper aims to identify and discuss four major sources of power in negotiations. Findings The four sources of power are alternatives, information, status and social capital. Each of these sources of power can enhance a negotiator’s likelihood of obtaining their ideal outcome...

Persistent link: https://www.econbiz.de/10014844617