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Edward J. Lawler & Jeongkoo Yoon

In: Negotiation as a Social Process

Chapter 7: Structural Power and Emotional Processes in Negotiation: A Social Exchange Approach

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Structural Power and Emotional Processes in Negotiation: A Social Exchange Approach
Structural power and emotional processes in negotiation: A social exchange approach
Edward J.LawlerJeongkooYoon

When two individual actors negotiate repeatedly over time, some sort of M social relationship is likely to develop. Sometimes the relationship is remote, distant, and hostile; sometimes it is open, close, and friendly; most often it falls somewhere between these possibilities. The relationship that develops is likely to be contingent on the social context giving rise to negotiations in the first place, the strategic action people adopt in response to that context, and the results they produce jointly. In this chapter, we suggest how one part of the social context—the structurally based power of individual actors—affects the relationship developed in repeated explicit negotiations.

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