Power, negotiation type and negotiation tactics

We tested the effect of power on negotiators’ performance in distributive and integrative negotiation tasks, applying situated focus theory of power on negotiation. With an experiment of 61 respondents participating in a computer negotiation, we found that high instead of low power promoted more first offers, and more problem solving strategy and better joint outcome in integrative negotiations. In distributive negotiations, however, high instead of low power led to more fighting strategy and higher self-gain. Together, these findings suggest that the effect of power on negotiators’ first offers, strategy use and outcome is moderated by negotiation type.