Concepedia

Power-based Tactics

Power-Based Tactics is a negotiation strategy that relies on the assertion of superior influence, authority, or control to shape bargaining outcomes, distinguished from alternative approaches by its emphasis on leveraging imbalances in power rather than mutual interest or collaborative problem-solving.

49

Publications

2.8K

Citations

81

Authors

60

Institutions

Publications per year

2017–2026

4

Parents

Publications

49

Understanding Power: Bringing about Strategic Change

Cynthia Hardy · British Journal of Management · 1996 · 385 citations · Full text

, , +13

Power Dynamics In Negotiation

Peter H. Kim, Robin L. Pinkley, Alison R. Fragale · Academy of Management Review · 2005 · 303 citations

, , +12

Power, competitiveness, and advice taking: Why the powerful don’t listen

Leigh Plunkett Tost, Francesca Gino, Richard P. Larrick · Organizational Behavior and Human Decision Processes · 2011 · 290 citations · Full text

, , +14

Politics and Organizational Change: The Lived Experience

David Buchanan, Richard Badham · Human Relations · 1999 · 220 citations

, , +16

Power and Tactics in Bargaining

Samuel B. Bacharach, Edward J. Lawler · Industrial and Labor Relations Review · 1981 · 110 citations

, , +15

1–5 of 49

Authors

81

  1. AP
    Antonio Pierro

    Sapienza University of Rome, Italy

    6 publications · 152 citations

    6

    h-index

  2. EJ
    Edward J. Lawler

    Cornell University, United States

    5 publications · 309 citations

    5

    h-index

  3. SB
    Samuel B. Bacharach

    Cornell University, United States

    4 publications · 291 citations

    4

    h-index

  4. AW
    Arie W. Kruglanski

    University of Maryland, College Park, United States

    4 publications · 106 citations

    4

    h-index

  5. JJ
    Jocelyn J. Bélanger

    University of Maryland, College Park, United States

    3 publications · 50 citations

    3

    h-index

1–5 of 81

Institutions

60

  1. Sapienza University of Rome

    Rome, Italy

    6 h-index

    7 publications

    172 citations

  2. Cornell University

    Ithaca, United States

    5 h-index

    7 publications

    439 citations

  3. University of Maryland, College Park

    College Park, United States

    4 h-index

    5 publications

    120 citations

  4. Bar-Ilan University

    Ramat Gan, Israel

    3 h-index

    6 publications

    247 citations

  5. University of Iowa

    Iowa City, United States

    2 h-index

    2 publications

    161 citations

  6. New York State School of Industrial and Labor Relations

    Ithaca, United States

    2 h-index

    4 publications

    260 citations

  7. University of Padua

    Padua, Italy

    2 h-index

    4 publications

    68 citations

  8. University of Pisa

    Pisa, Italy

    2 h-index

    4 publications

    92 citations

1–8 of 60

Venues

  1. Industrial and Labor Relations Review

    2 publications · 130 citations

    2

    h-index

  2. Social Forces

    SF · 2 publications · 161 citations

    2

    h-index

  3. Social Psychology Quarterly

    SPQ · 2 publications · 69 citations

    2

    h-index

  4. Personality and Social Psychology Bulletin

    PSPB · 1 publications · 11 citations

    1

    h-index

  5. Educational Researcher

    ER · 1 publications · 19 citations

    1

    h-index

1–5