THE INFLUENCE OF THE SUBJECTIVE FEELING OF POWER ON THE WILLINGNESS TO COOPERATE IN BUSINESS NEGOTIATIONS

Abstract

The article examines psychological mechanisms through which a subjective sense of power affects willingness to cooperate in business negotiations. The purpose is to identify the conditions under which perceived power directs a negotiator toward joint problem solving or unilateral pressure. The analysis covers eight Russian and international publications from 2023–2025, including surveys, interviews, psychometric studies, a series of negotiation simulations, and mathematical modeling of cooperation. The findings show that the effect of power is mediated by perceived dependence on the counterpart, social motivation, trust, and political skill. A distinction is proposed between reaching an agreement and the parties' psychological willingness to participate in its implementation.