I Introduction -- 1. Technology and Human Needs -- II The Psychology of Power -- 2. Tactics of Influence in Everyday Life -- 3. The Metamorphic Effects of Power -- III Technology and Control -- 4. Behavior Control Technology -- 5. Medical Technology -- 6. The Routinization of Work -- 7. The...

This study examines the influence tactics of senior U.S. executives in negotiating international business alliances. The strategy literature on alliances and the behavioral literature on negotiations were incorporated into a behavioral model of alliance negotiations. Constructs identified from...