Power Dynamics In Negotiation
整合了谈判中权力的主要理论，提出一个动态整合模型，将权力分解为潜在权力、感知权力、权力策略和实现权力四个部分，并讨论了其含义和未来研究方向。
Power is widely acknowledged to affect negotiator performance. Yet few efforts have been made to integrate the most prominent theories of power into a cohesive framework that can account for the results from a broad array of negotiation-relevant research. We address this limitation by proposing a dynamic integrative model that decouples power into four components: (1) potential power, (2) perceived power, (3) power tactics, and (4) realized power. Implications, propositions, and future directions are discussed.