The balance of power: effects of role and market forces on negotiated outcomes

Profit was influenced by both power sources: Buyers outperformed sellers, and negotiators in a favourable market out-performed negotiators in an unfavourable market. Whereas negotiators advantaged by market forces showed increases in profit over time, profits for negotiators disadvantaged by the market remained stable. Markets became more distributive over time, and both the effectiveness and efficiency of bargaining decreased, particularly in the market favouring buyers. (Abstract amended)