How the influence of the implicit power motive on negotiation performance can be neutralized by a conflicting explicit affiliation motive

作者：Trapp Julia K; Kehr Hugo M

来源：Personality and Individual Differences, 2016, 94: 159-162.

DOI：10.1016/j.paid.2015.12.036

• Power motive
• Affiliation motive
• Intraindividual conflict
• Explicit motive
• Implicit motive
• Salary negotiation
• Negotiation performance

We examined the impact of the implicit power motive on negotiation performance. Further, we examined the long-held notion that an aroused implicit motive's influence can be neutralized by a conflicting explicit motive. In two experiments with student samples, participants engaged in simulated salary negotiations against a fictitious opponent. Negotiation performance was assessed with participants' salary requests. As predicted, results indicated a positive impact of the implicit power motive on negotiation performance, regardless of whether the implicit power motive was measured (Experiment 1, N = 65) or manipulated (Experiment 2, N = 96). In addition, Experiment 2 confirmed that the effects of the aroused implicit power motive were neutralized when the explicit affiliation motive had been activated prior to negotiation.

• 出版日期2016-5