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Faculty & Research


The Four Horsemen of Power at the Bargaining Table

Journal Article
Purpose In this article, four major sources of power in negotiations are identified Design/methodology/approach Conceptual paper Findings The authors then discuss how negotiator can enhance their power and reach their goals. Finally, psychological and behavioral consequences are discussed. Practical implications Four sources of power in negotiation is presented and it is explained how each of them can be used to help negotiator reach their goals. Originality/value A formal definition is provided that both goes beyond and integrates how past research has conceptualized this construct