Negotiation from a near and distant time perspective

Across 3 experiments, the authors examined the effects of temporal distance on negotiation behavior. They found that greater temporal distance from negotiation decreased preference for piecemeal, single-issue consideration over integrative, multi-issue consideration (Experiment 1). They also found that greater temporal distance from an event being negotiated increased interest in conceding on the lowest priority issue and decreased interest in conceding on the highest priority issue (Experiment 2). Lastly, they found increased temporal distance from an event being negotiated produced a greater proportion of multi-issue offers, a greater likelihood of conceding on the lowest priority issue in exchange for a concession on the highest priority issue, and greater individual and joint outcomes (Experiment 3). Implications for conflict resolution and construal level theory are discussed.     

Understanding optimal outcomes.

Using a simulated employment contract negotiation, this study examined the relationship between negotiation strategies and the quality of negotiated outcomes. A log‐linear analysis showed that the frequency and sequencing of strategies was systematically related to negotiation outcomes. Impasse negotiations were characterized by the frequent use of contention and sequences that paired similar (either cooperative or competitive) strategies. Settlement was associated with decreased contention and the use of sequences that paired dissimilar strategies. Increasing joint gain was linked to the introduction of priority information and conciliation as well as to changes in the pattern of information exchange: Reciprocal and indirect (positional) information exchange led to low joint gain, whereas reciprocal and direct (priority) information exchange led to high joint gain.     

Creative People Create Values: Creativity and Positive Arousal in Negotiations

Most negotiations are ill-structured situations, and the ability to identify novel options is likely to be crucial for success. This study, therefore, examined how creativity impacts negotiation processes and outcomes, and how this effect is moderated by positive arousal. The negotiators’ creative personality and their state of positive arousal were measured before they participated in a simulated negotiation, with the results demonstrating that the level of creativity in negotiation dyads was positively related to the negotiators’ joint outcome. Negotiators in high creativity dyads searched for more information by asking questions about priorities and were less narrowly focused by providing fewer single-issue offers than negotiators in low creativity dyads. Positive arousal did not affect outcome directly, but moderated the effect of creativity on joint outcomes; the effect of creativity was strongest under high levels of positive arousal. The discussion section emphasizes that future research may find creativity to have even more of a positive effect when negotiations become more complex.     

Regulatory focus at the bargaining table: promoting distributive and integrative success

The authors demonstrate that in dyadic negotiations, negotiators with a promotion regulatory focus achieve superior outcomes than negotiators with prevention regulatory focus in two ways. First, a promotion focus leads negotiators to claim more resources at the bargaining table. In the first two studies, promotion-focused negotiators paid more attention to their target prices(i.e., their ideal outcomes) and achieved more advantageous distributive outcomes than did prevention-focused negotiators. The second study also reveals an important mediating process: Negotiators with a promotion focus made more extreme opening offers in their favor. Second, a promotion focus leads negotiators to create more resources at the bargaining table that benefit both parties. A third study demonstrated that in a multi-issue negotiation, a promotion focus increased the likelihood that a dyad achieved a jointly optimal or Pareto efficient outcome compared to prevention-focused dyads. The discussion focuses on the role of regulatory focus in social interaction and introduces the notion of interaction fit.     

Aiming for career success: The role of learning goal orientation in mentoring relationships

Learning goal orientation of mentors and protégés was investigated as it relates to protégés’ mentoring functions received and outcomes (i.e., managerial career aspirations and career satisfaction). Data from 217 mentor-protégé dyads comprised of working professionals from a variety of industries were analyzed using multivariate analysis of covariance. Results indicated that protégés who possessed high levels of learning goal orientation similar to their mentor were associated with the highest levels of psychosocial support. These protégés also reported higher levels of career development, idealized influence, enacted managerial aspirations, desired managerial aspirations, and career satisfaction when compared to mentor-protégé dyads who possessed low levels of learning goal orientation or dyads with dissimilar levels of learning goal orientation. Implications for practice and future research are discussed.     

Female adolescent soccer players' perceived motivational climate,goal orientations,and mindful engagement

The purpose of this study was to examine two objectives: a) a moderation effect of task orientation in the predictive relationship of ego orientation to mindful engagement, and b) the mediational role of female high school soccer players' mindful engagement in the relationship between their perceptions of a caring/task-involving climate and task orientation to their practice strategy use and ability to peak under pressure. Athletes (N = 190, Mage = 15.59) completed measures of aforementioned psychometric variables. The moderation analysis revealed that athletes' task orientation and their mindful engagement were in a positive and significant liner relationship. The final mediation model results suggest that both female high school soccer athletes' mindful engagement and practice strategy use mediate the relationship of their perceptions of a caring/task-involving climate and goal orientations to their ability to peak under pressure. Results suggest that coaches' efforts to create a caring/task-involving climate in sport may help athletes be more task oriented and mindfully engaged in their sport, and thus experience more positive outcomes.     

Interpersonal Distance,Body Orientation,and Touch: Effects of Culture,Gender, and Age

Abstract

Video recordings of naturally occurring interactions in England, France, the Netherlands, Italy, Greece, Scotland, and Ireland were coded and analyzed to examine the effects of culture, gender, and age on interpersonal distance, body orientation, and touch. Results partially supported expected differences between contact cultures of southern Europe and noncontact cultures of northern Europe with respect to touch. More touch was observed among Italian and Greek dyads than among English, French, and Dutch dyads. In addition, an interaction effect between age and gender for body orientation suggested opposite developmental trends for mixed-sex dyads and male dyads. Whereas mixed dyads tended to maintain less direct orientations as they aged, male dyads maintained more direct orientations.     

The Dutch HEXACO Personality Inventory: psychometric properties, self-other agreement, and relations with psychopathy among low and high acquaintanceship dyads

The HEXACO model (Lee & Ashton, 2004, 2006) of personality structure is based on 6 dimensions that have been recovered in lexical studies of personality in various languages. In this study, we examined a Dutch version of the HEXACO Personality Inventory (HEXACO-PI; Lee & Ashton, 2004) and found it to have satisfactory psychometric properties. Additionally, we examined the level of self-other agreement for the HEXACO-PI variables and the relation of HEXACO-PI Honesty-Humility with the Self-Report Psychopathy Scale (Williams, Paulhus, & Hare, 2007) at varying levels of self-other acquaintanceship. Self-other agreement was found to be high, especially among dyads with high levels of acquaintanceship. Self-reported and other-reported Honesty-Humility and Emotionality were the strongest predictors of psychopathy. The relation between other-reported Honesty-Humility and self-reported psychopathy was near zero for dyads with low levels of acquaintanceship but was moderately strong for dyads with high levels of acquaintanceship.     

Relational accommodation in negotiation: Effects of egalitarianism and gender on economic efficiency and relational capital

Highly relational contexts can have costs as well as benefits. Researchers theorize that negotiating dyads in which both parties hold highly relational goals or views of themselves are prone to relational accommodation, a dynamic resulting in inefficient economic outcomes yet high levels of relational capital. Previous research has provided only indirect empirical support for this theory. The present study fills this gap by demonstrating the divergent effects of egalitarianism on economic efficiency and relational capital in negotiation. Dyads engaged in a simulated employment negotiation among strangers within a company that was described as either egalitarian or hierarchical. As hypothesized, dyads assigned to the egalitarian condition reached less efficient economic outcomes yet had higher relational capital than dyads assigned to the hierarchical condition. Negotiations occurring between females resulted in lower joint economic outcomes than negotiations occurring between males. Results are consistent with the theory of relational self-construal in negotiation.     

Matching Patient and Therapist Anaclitic–Introjective Personality Configurations Matters for Psychotherapy Outcomes

Decades of psychotherapy research suggest that patient–therapist match accounts for outcome beyond single patient or therapist variables. This study examines the associations between different patterns of patient–therapist matching (in terms of orientation on relatedness or self-definition) and outcomes at termination of psychoanalytic psychotherapy with young adults. Thirty-three patients and their therapists were classified as predominately anaclitic or introjective at baseline. Patients in the convergent patient–therapist dyads (both anaclitic or both introjective) showed significantly greater symptom reduction and increased developmental levels of representations of mother than patients in the complementary dyads (opposite personality configurations). Moreover, convergent patient–therapist match was connected with larger effect sizes on all outcome measures and lower proportion of non-improved patients. These findings suggest the importance of the therapists’ early adjusting their orientation on relatedness or self-definition to their patients’ predominant personality configuration in order to enhance treatment outcomes.     

Leader–follower risk orientation incongruence,intellectual stimulation,and creativity: A configurational approach

Prior work suggests that follower and leader risk orientation is positively associated with follower creativity. We suggest that this view is oversimplified and propose that follower creativity can be stimulated when leader and follower have diverging risk orientations. We, therefore, apply a configurational approach to creativity, evaluating varying combinations of leader and follower risk orientation on follower creativity. Across two field studies, we demonstrate that (a) follower creativity increases as leaders’ and followers’ risk orientations become more discrepant (i.e., incongruent); (b) follower creativity is higher when leader–follower dyads are congruent at moderate levels of risk orientation compared to congruence at the extremes (i.e., low and high levels); (c) follower‐experienced intellectual stimulation mediates the relationship between leader–follower risk orientation incongruence and congruence and follower creativity; and (d) that leader authority openness moderates the indirect effect of leader–follower risk orientation incongruence on creativity via follower‐experienced intellectual stimulation. Theoretical and practical implications specific to creativity and leader–follower relationships are discussed.     

Investigating the Moderating Role of Cultural Practices on the Effect of Selection Fairness Perceptions

Utilizing a sample of applicants to positions in a global corporation, we examined whether cultural practices moderate the effect of selection fairness perceptions on organizational attractiveness and job choice. Positive relationships were anticipated between fairness perceptions and outcomes, and performance orientation and uncertainty avoidance cultural practices were hypothesized to moderate the effects of structural and information sharing perceptions, respectively. Structural fairness perceptions were positively associated with both outcomes, but information‐sharing perceptions were significantly related only to organizational attractiveness. National variability in the effect of selection fairness perceptions was observed only for the effect of structural perceptions on organizational attractiveness. Performance orientation moderated this effect such that the strongest relationship was seen among applicants from more performance‐oriented countries.     

The Effect of Negotiator Creativity on Negotiation Outcomes in a Bilateral Negotiation

This study examined creative negotiators to determine if they are able to achieve more successful outcomes in a negotiation context with integrative potential. Creativity scores were obtained from 70 participants, who performed a 2-party, multi-issue negotiation in 35 dyads. This negotiation led to economic and relational negotiation outcomes. The use of creative skills by negotiators was hypothesized to positively affect both classes of negotiation outcomes. Results indicated no significant effect of negotiators' creativity on economic negotiation outcomes. A negative effect of negotiators' creativity on relational negotiation outcome for the buyer was observed. For the relational negotiation outcome of the seller, the same negative tendency was observed, though no significant effect of negotiators' creativity. These findings extend the understanding of the relationship between negotiators' creativity and negotiation outcomes, which is highly underemphasized in current research. Further research should identify which aspects of creativity are crucial to negotiators and determine how they can be adequately measured. The issue of interaction between negotiators' creativity and situational variables should also be addressed, as it likely determines the effect of creativity on negotiation outcomes.     

Women, Career Orientation, and Employment

This study examines age and life-cycle stage variance in women's career orientation (i.e., intention to pursue a career) and in the expression of career orientation through employment. The study group is a cross-sectional, non-probability sample of 1, 120 women, ages 22–64, who contacted a major mid-western university's Center for Continuing Education of Women. Three findings predominate: (1) Career orientation is negatively related to age, reflecting greater career interest among younger women. (2) In all marital and parental status categories, high proportions of young women are career oriented, suggesting that career interest persists through the periods of family formation and expansion. (3) The greatest discrepancy between career orientation and rate of full-time employment occurs among married mothers of preschool children, suggesting that career plans are deferred during early motherhood. Discussion focuses on the implications of the findings for work and family policy and further research.     

Transmission of reduction‐oriented crafting among colleagues: A diary study on the moderating role of working conditions

Zooming into reduction‐oriented job crafting among employees, next to minimizing demands (i.e., making a job less strenuous), we introduced optimizing demands (i.e., simplifying the job and making work processes more efficient) and suggested that optimizing demands should be positively related to work engagement, whereas minimizing demands negatively related to work engagement. Moreover, we suggested that both forms of reduction‐oriented crafting can be transferred among colleagues, and this will particularly occur in jobs that are high on demands (workload and emotional demands), low on resources (autonomy), and when the colleagues have a high‐quality relationship. We examined these hypotheses among 65 dyads of employees who filled in a general questionnaire and a diary for three working days. Multilevel analyses supported the transmission of both job crafting dimensions among colleagues. Moreover, there is more transmission of minimizing demands among colleagues when workload and emotional demands are high and autonomy is low. Additionally, optimizing demands was transmitted among colleagues when autonomy was low and quality of relationship with colleague was high. Optimizing demands was positively related to work engagement, whereas minimizing demands was unrelated to work engagement. These findings imply that optimizing demands is a favourable behaviour and can be transmitted among colleagues under specific conditions.

Practitioner points

• Working smarter is related to higher work engagement
• Employees model their colleague's proactive behaviour
• Unfavourable working conditions stimulate modelling behaviour of colleagues

     

Perceived control,nature of risk information and risk taking. An experimental test of a simple taxonomy of uncertainty

Uncertainty may be categorized along two dimensions: (1) the nature of probabilistic information (i.e. frequency information, about the outcomes of similar situations in the past, versus process information, about the way(s) in which a future loss might occur), and (2) the degree of personal control (i.e. the extent to which an activity's outcomes depend on internal factors (e.g. knowledge, skills) versus external (e.g. chance) factors). The effects of variations in both dimensions on people's risk-taking tendency were experimentally studied. In a computerized task, subjects had to stop a fast-moving symbol before it passed a target line. Success yielded a financial gain, failure led them into a ‘penalty task’ with the possibility of a considerable loss. On each trial subjects chose among 10 risk levels (varying symbol speeds): low levels resulted in small but almost sure gains, high levels yielded larger but less probable gains. Across subgroups of subjects, three penalty task characteristics were varied: (1) the actual loss probability, (2) the external versus internal determination of outcomes, and (3) the available risk information. Major findings were: (a) subjects did not set a lower risk level, but they did appear to be more attentive (i.e. they failed fewer trials) when the actual loss probability was lower; (b) internal outcome determination resulted in more failed trials (lesser caution); (c) subjects ignored frequency information, but were sensitive to process information. Results are discussed in terms of effort allocation for controlling risk during task performance.     

Cognition- and Affect-Based Trust and Feedback-Seeking Behavior: The Roles of Value,Cost, and Goal Orientations

We examined how subordinates’ cognition- and affect-based trust in supervisors influences their feedback-seeking behavior (FSB) by considering the different cost/value perception of FSB and goal orientation (i.e., learning and performance goal orientations). Using data from 194 supervisor-subordinate dyads in South Korea, we conducted multiple regression analyses to test our hypotheses. The results showed that, whereas subordinates’ cognition-based trust in supervisors positively influenced their FSB through increasing the perceived value of feedback received from supervisors, their affect-based trust in supervisors positively influenced their FSB through decreasing the perceived value of FSB. Additionally, we found that, when subordinates had high levels of learning goal orientation, the increasing influence of cognition-based trust on the value of feedback was stronger; in contrast, when subordinates had low levels of performance goal orientation, the decreasing influence of affect-based trust on the cost of FSB was stronger. The theoretical and practical implications, limitations, and suggestions for future research were discussed.     

Who benefits from independent careers? Employees,organizations, or both?

The traditional organizational career has been depicted as the classic example of how employers and employees can develop a mutually beneficial relationship; but changes in the competitive landscape and in individual work values have challenged its viability. Commentators have argued that a ‘new career’ deal, encapsulated by the notions of the protean and the boundaryless career, has emerged suggesting a shift in control of careers from organizations to individuals. Research has explored the implications for individuals' careers while largely neglecting consequences for organizations. Our paper seeks to remedy this by exploring both the individual and the organizational outcomes of independent career orientations and the extent to which organizations can manage these through high commitment human resource management (HRM) practices. Our study, conducted with 655 employee–supervisor dyads, indicates that a protean career orientation results in gains for both employees and organizations, whereas a boundaryless career orientation is associated with mutual losses. In addition, our findings suggest that high commitment HR practices play an important role in managing the outcomes of employees seeking traditional careers but have only a limited impact on those with a boundaryless career orientation.     

Interpersonal Consequences of Expressing Personal or Team Affect for Team Success or Failure Among Turkish Students

Two experiments were conducted among Turkish students to explore the effects of team or personally oriented expressions of pride or shame for joint success or failure on evaluations of the outcome, team, and partner; causal attributions were also explored. In the second experiment, complying with a partner's choice of task and influencing the preference for future partners under high or low pressure were examined. Results indicated that for success outcomes, team expressions (relative to personal ones) caused more favorable evaluations of the outcome, team harmony, and the partner, and more causal attributions to the team as a unit. Nonsignificant but consistent opposite tendencies were observed for failure outcomes. The results of the second experiment further indicated that low pressure was more effective than high in increasing preference for personally oriented partners and was marginally effective in increasing agreement for future tasks under the personal expression condition.