Understanding the Dark Side of Power in Project Dispute Negotiation Settlement

Abstract

Negotiating parties commencing a negotiation are likely to have different levels of intention to settle. Is this attributed to the power differential among them? Little is known about this. Applying power-dependency theory and dual concern theory, this study proposes a power-motive-intention framework, which is empirically tested using the structural equation modeling (SEM) method. The results indicate that negotiating parties with high perceived power could enhance their proself motive and suppress their prosocial motive, thereby stifling the intention to settle. To alleviate this dark side of power, psychological bonding agents, including trust and shared vision, are found to be effective alleviating agents.