Exchange relationships: examining psychological contracts and perceived organizational support

The authors surveyed 347 public sector employees on 4 measurement occasions to investigate the conceptual distinctiveness of the psychological contract and perceived organizational support (POS) and how they are associated over time. Results support the distinctiveness of the 2 concepts. In terms of their interrelationships over time, by drawing on psychological contract theory the authors found little support for a reciprocal relationship between POS and psychological contract fulfillment. Under an alternative set of hypotheses, by drawing on organizational support theory and by separating psychological contract fulfillment into its 2 components (perceived employer obligations and inducements), the authors found that perceived employer inducements were positively related to POS, which, in turn, was negatively related to perceived employer obligations. The results suggest that POS and the components of psychological contract fulfillment are more important in predicting organizational citizenship behavior than psychological contract fulfillment.     

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.     

Reversing the Gender Gap in Negotiations: An Exploration of Stereotype Regeneration

We examine how gender stereotypes affect performance in mixed-gender negotiations. We extend recent work demonstrating that stereotype activation leads to a male advantage and a complementary female disadvantage at the bargaining table (Kray, Thompson, & Galinsky, 2001). In the present investigation, we regenerate the stereotype of effective negotiators by associating stereotypically feminine skills with negotiation success. In Experiment 1, women performed better in mixed-gender negotiations when stereotypically feminine traits were linked to successful negotiating, but not when gender-neutral traits were linked to negotiation success. Gender differences were mediated by the performance expectations and goals set by negotiators. In Experiment 2, we regenerated the stereotype of effective negotiators by linking stereotypically masculine or feminine traits with negotiation ineffectiveness. Women outperformed men in mixed-gender negotiations when stereotypically masculine traits were linked to poor negotiation performance, but men outperformed women when stereotypically feminine traits were linked to poor negotiation performance. Implications for stereotype threat theory and negotiations are discussed.     

Mutuality and reciprocity in the psychological contracts of employees and employers

The authors assessed the joint perceptions of the employee and his or her employer to examine mutuality and reciprocity in the employment relationship. Paired psychological contract reports were obtained from 80 employee-employer dyads in 16 university-based research centers. On the basis of in-depth study of the research setting, research directors were identified as primary agents for the university (employer) in shaping the terms of employment of staff scientists (employees). By assessing the extent of consistency between employee and employer beliefs regarding their exchange agreement, the present study mapped the variation and consequences of mutuality and reciprocity in psychological contracts. Results indicate that both mutuality and reciprocity are positively related to archival indicators of research productivity and career advancement, in addition to self-reported measures of Met Expectations and intention to continue working with the employer. Implications for psychological contract theory are presented.     

Implementation intentions and the willful pursuit of prosocial goals in negotiations

Three studies examined whether the self-regulation strategy of forming implementation intentions (i.e., if-then plans) facilitates the attainment of prosocial goals when a limited resource is to be distributed between two parties who hold adverse cognitive orientations. In three experiments, pairs of negotiators were assigned prosocial goals that either had to be supplemented with plans (if-then plans, Gollwitzer, 1999) on how to act on these goals or not. Experiment 1 used a mixed-frames negotiation paradigm in which one negotiation partner operated on a gain-frame, the other on a loss-frame. When participants had the prosocial goal to find fair agreements and furnished it with a respective if-then plan, unfair agreements in favor of the loss-frame negotiator no longer occurred. Experiment 2 used a same-frame negotiation paradigm, where both negotiation partners had either a loss or a gain-frame. When loss-frame pairs had furnished their prosocial goals to cooperate with the negotiation partner with a respective if-then plan, reduced profits as compared to gain-frame pairs of negotiators were no longer observed. In addition, negotiators who had formed implementation intentions were more likely to use the integrative negotiation strategy of logrolling (i.e., making greater concessions on low rather than high priority issues). Experiment 3 used a computer-mediated negotiation task in order to analyze the effects of prosocial goals and respective implementation intentions on the course of the negotiation. Again, implementation intentions facilitated the pursuit of prosocial goals in the face of adversity (i.e., loss frames) by use of the integrative negotiation strategy of logrolling. The present research adds a self-regulation perspective to the research on negotiation by pointing out that the effects of negotiation goals can be enhanced by furnishing them with respective plans (i.e., implementation intentions).     

The psychological contract and individual differences: The role of exchange and creditor ideologies

The present study examines exchange and creditor ideologies (two dispositional characteristics that are strongly related to exchange relationships) and their moderating effects on the psychological contract. Five hundred public-sector employees were studied over a 3-year period. Respondents’ were surveyed as to their perceptions of what they believed their employer owed them (e.g., job security, training, involvement in decision making, etc.) and the extent to which these “employer obligations” had been met. In addition, we assessed respondents’ perceptions of their own obligations to their employer (e.g., agreeing to work extra hours, volunteering for non-job-related activities, working unpaid hours, etc.) and the extent to which they believed that these “employee obligations” had been fulfilled. The results indicate that creditor ideology related positively to employee perceptions of their obligations to the employer and the extent to which they fulfilled those obligations while exchange ideology related negatively to employee obligations and fulfillment of obligations. Exchange ideology moderated the effects of perceived employer obligations on employee obligations and fulfillment of obligations while creditor ideology moderated the relationship between perceived employer fulfillment of obligations and employee obligations. This article provides preliminary evidence to the benefits of examining the role of individual dispositions in psychological contract research—a previously neglected topic—and discusses the potential implications for the practice of management.     

CONTINGENCY CONTRACTING WITH DELINQUENTS: EFFECTS OF A BRIEF TRAINING MANUAL ON STAFF CONTRACT NEGOTIATION AND WRITING SKILLS

A brief training manual was developed for the purpose of teaching child-care workers to contingency contract with delinquent youths living in residential care facilities. The manual was designed to require minimal supplementary training by a professional. In Experiment 1 a multiple baseline design was used to assess the effect of the manual on 4 child-care workers' contract negotiation and writing behaviors. Experiment 2 consisted of four A-B systematic replications. Behaviors were assessed within the context of analogue training simulations and generalization tests with delinquent youths. Results from the analogue simulations indicated that the manual was successful in increasing both types of behaviors to a level of proficiency that equaled or surpassed that of behaviorally trained graduate students, and results from the generalization tests indicated that the child-care workers were able to apply their newly acquired contracting skills with delinquent youths. Procedural reliability varied across child-care workers, but was usually high.     

Emotions as strategic information: Effects of other’s emotional expressions on fixed-pie perception, demands, and integrative behavior in negotiation

Negotiators often fail to reach integrative (”win-win”) agreements because they think that their own and other’s preferences are diametrically opposed—the so-called fixed-pie perception. We examined how verbal (Experiment 1) and nonverbal (Experiment 2) emotional expressions may reduce fixed-pie perception and promote integrative behavior. In a two-issue computer-simulated negotiation, participants negotiated with a counterpart emitting one of the following emotional response patterns: (1) anger on both issues, (2) anger on participant’s high priority issue and happiness on participant’s low-priority issue, (3) happiness on high priority issue and anger on low-priority issue, or (4) happiness on both issues. In both studies, the third pattern reduced fixed-pie perception and increased integrative behavior, whereas the second pattern amplified bias and reduced integrative behavior. Implications for how emotions shape social exchange are discussed.     

Exploring reciprocity through the lens of the psychological contract: Employee and employer perspectives

This article explores reciprocity within the exchange relationship between the employee and employer using the psychological contract framework. Specifically, we examine the bi-directionality of the norm of reciprocity. We hypothesize that there will be a positive relationship between perceived employer obligations, fulfilment of obligations, and employee obligations and fulfilment. In addition, we hypothesize that employee fulfilment of obligations will be positively associated with perceived employer obligations. Using a longitudinal survey of 1400 public sector employees and 84 managers, our findings suggest that there is broad agreement between the two parties regarding the norm of reciprocity that governs the relationship. We found that perceived employer obligations at time 1 is positively associated with employees' fulfilment of obligations at time 2 and perceived employer fulfilment of obligations at time 1 is positively related to employee obligations and fulfilment of obligations at time 2. Furthermore, we found that employee fulfilment of obligations at time 1 is positively associated with perceived employer obligations at time 2. Overall, these findings provide initial empirical support for the norm of reciprocity in exchange relationships from both the perspective of employees as well as managers, as employer representatives.     

Motivated information processing, strategic choice, and the quality of negotiated agreement

The authors tested a motivated information-processing model of negotiation: To reach high joint outcomes, negotiators need a deep understanding of the task, which requires them to exchange information and to process new information systematically. All this depends on social motivation, epistemic motivation (EM), and their interaction. Indeed, when EM (manipulated by holding negotiators process accountability or not) was high rather than low and prosocial rather than proself, negotiators recall more cooperative than competitive tactics (Experiment 1), had more trust, and reached higher joint outcomes (Experiment 2). Experiment 3 showed that under high EM, negotiators who received cooperative, rather than competitive, tactics reached higher joint outcomes because they engaged in more problem solving. Under low EM, negotiators made more concessions and reached low joint outcomes. Implications for negotiation theory and for future work in this area are discussed.     

Unfixing the fixed pie: a motivated information-processing approach to integrative negotiation

Negotiators tend to believe that own and other's outcomes are diametrically opposed. When such fixed-pie perceptions (FPPs) are not revised during negotiation, integrative agreements are unlikely. It was predicted that accuracy motivation helps negotiators to release their FPPs. In 2 experiments, accuracy motivation was manipulated by (not) holding negotiators accountable for the manner in which they negotiated. Experiment 1 showed that accountability reduced FPPs during face-to-face negotiation and produced more integrative agreements. Experiment 2 corroborated these results: Accountable negotiators revised their FPPs even when information exchange was experimentally held constant. Experiment 2 also showed that accountability is effective during the encoding of outcome information. Negotiators appear flexible in their reliance on FPPs. which is consistent with a motivated information-processing model of negotiation.     

Can implementation intentions help to overcome ego-depletion?

Research on ego-depletion suggests that the ability to self-regulate one’s behavior is limited: Exerting self-control on an initial task reduces performance on a subsequent task that also requires self-control. Two experiments tested whether forming implementation intentions could prevent ego-depletion and/or offset the effects of ego-depletion. Experiment 1 found that participants who formed implementation intentions during an initial ego-depleting task subsequently showed greater persistence on an unsolvable puzzles task compared to participants who did not form implementation intentions. Experiment 2 found that among participants who had been ego-depleted during an initial task, forming implementation intentions improved subsequent performance on a Stroop task to the level exhibited by non-depleted controls. Thus, implementation intentions help to enhance people’s ability to self-regulate their behavior.     

The three faces of Eve: Strategic displays of positive,negative, and neutral emotions in negotiations

In a series of laboratory experiments, we tested the influence of strategically displaying positive, negative, and neutral emotions on negotiation outcomes. In Experiment 1, a face-to-face dispute simulation, negotiators who displayed positive emotion, in contrast to negative or neutral emotions, were more likely to incorporate a future business relationship in the negotiated contract. In Experiment 2, an ultimatum setting, managers strategically displaying positive emotion were more likely to close a deal. This effect was mediated by negotiators’ willingness to pay more to a negotiator strategically displaying positive versus negative emotions. In Experiment 3, display of positive emotion was a more effective strategy for gaining concessions from the other party in a distributive setting. Negotiators made more extreme demands when facing a negotiator strategically displaying negative, rather than positive or neutral, emotions. Implications for strategic display of emotion in negotiations are discussed.     

Second-class citizen? Contract workers' perceived status,dual commitment and intent to quit

Outsourcing of jobs to contract workers who work alongside a client's employees has changed the human resource landscape of many organizations. In this study we examine how a contract worker's perceived employment status similarity to the client's own standard employees influences his/her affective commitment to both the client and the employer and ultimately intent to quit the employer. Using a sample of 623 contract workers, we found strong support for our hypotheses. In particular, findings indicate an important role for perceived employment status at the client organization in driving contract worker's attitudes and that contract workers consider both the client and the employer when making decisions to leave the employer. Implications for managing contractor relationships are discussed.     

The inner speech of behavioral regulation: Intentions and task performance strengthen when you talk to yourself as a You

People often talk to themselves using the first‐person pronoun (I), but they also talk to themselves as if they are speaking to someone else, using the second‐person pronoun (You). Yet, the relative behavioral control achieved by I and You self‐talk remains unknown. The current research was designed to examine the potential behavioral advantage of using You in self‐talk and the role of attitudes in this process. Three experiments compared the effects of I and You self‐talk on problem solving performance and behavioral intentions. Experiment 1 revealed that giving self‐advice about a hypothetical social situation using You yielded better anagram task performance than using I. Experiment 2 showed that using You self‐talk in preparation for an anagram task enhanced anagram performance and intentions to work on anagrams more than I self‐talk, and that these effects were mediated by participants' attitudes toward the task. Experiment 3 extended these findings to exercise intentions and highlighted the role of attitudes in this effect. Altogether, the current research showed that second‐person self‐talk strengthens both actual behavior performance and prospective behavioral intentions more than first‐person self‐talk. Copyright © 2014 John Wiley & Sons, Ltd.     

同事个性化契约对员工工作退缩行为的影响:基于公平理论的视角

个性化契约作为组织中一种非标准化的工作安排,以往研究较多关注其对契约获得者的积极效应,相对忽视了对未获得者的消极影响。鉴于此,本研究基于公平理论,探讨了同事个性化契约对员工工作退缩行为的影响及其内部机理。结果发现:同事个性化契约会引发员工的工作退缩行为,员工的心理契约违背在此过程中起部分中介作用;此外,员工与组织间较高的社会交换关系会削弱同事个性化契约对员工心理契约违背的正向影响。     

Battle of the sexes: gender stereotype confirmation and reactance in negotiations.

The authors examined how gender stereotypes affect negotiation performance. Men outperformed women when the negotiation was perceived as diagnostic of ability (Experiment 1) or the negotiation was linked to gender-specific traits (Experiment 2), suggesting the threat of negative stereotype confirmation hurt women's performance relative to men. The authors hypothesized that men and women confirm gender stereotypes when they are activated implicitly, but when stereotypes are explicitly activated, people exhibit stereotype reactance, or the tendency to behave in a manner inconsistent with a stereotype. Experiment 3 confirmed this hypothesis. In Experiment 4, the authors examined the cognitive processes involved in stereotype reactance and the conditions under which cooperative behaviors between men and women can be promoted at the bargaining table (by activating a shared identity that transcends gender).     

The influence of emotion on face processing

According to the broaden-and-build theory, positive emotions broaden one's thought-action repertoire, which may manifest as a widened attentional scope in cognitive processing. The present study directly tests this hypothesis by examining the influences of induced emotions (positive, neutral and negative) on holistic processing of face (Experiment 1) and face discrimination (Experiment 2). In both experiments, emotions induced with images from the International Affective Picture System significantly interacted with face processing. That is, positive emotions engendered greater holistic face encoding in a composite-face task in Experiment 1 and more accurate face discrimination in Experiment 2, relative to the neutral condition. In contrast, negative emotions impaired holistic face encoding in the composite-face task and reduced face discrimination accuracy. Taken together, these results provide further support for the attentional broadening effect of positive affect by demonstrating that induced positive emotions facilitate holistic/configural processing.     

心理契约破坏与员工建言行为的关系：领导成员交换的调节效应

采用问卷调查法,以中国移动广东分公司的253名员工为研究对象,考察心理契约破坏、领导成员交换与员工建言行为的关系,并检验领导成员交换在二者之间的调节作用。层次回归分析结果表明：（1）心理契约破坏与员工建言行为呈显著负相关;（2）领导成员交换与员工建言行为呈显著正相关;（3）领导成员交换显著调节心理契约破坏与员工建言行为之间的关系。当领导成员交换质量较佳时,心理契约破坏与员工建言行为之间的负向关系较弱。     

Reacting to Perceived High- and Low-Risk Win–Lose Opportunities in a Risky Decision-Making Task: Is It Framing or Affect or Both?

Affect research has suggested that in high-risk situations, a positive mood often results in an enhanced sensitivity to losses, leading to strong risk-averse behavior relative to neutral or negative mood, but when a situation is seen as being low risk, a reversal occurs and positive affect will often result in more risk-seeking behavior. It was hypothesized that the simple framing of a gambling task to emphasize either potential gains or potential losses could act as an affect inducer and would produce similar results. In Experiment 1 the effects of an induced positive or negative affective state on risk-taking behavior in a gambling task were examined. Results replicated the risk-averse/risk-seeking reversal phenomenon described above. In Experiment 2 the affect conditions were replaced with a simple Winning vs. Losing framing manipulation where an instructional emphasis was placed either on accumulating points or avoiding the loss of points. Results demonstrated that a reversal pattern in risk taking like that found in Experiment 1 for affect could also be obtained via this simple framing manipulation. An affective-cognitive model of pre-choice framing and a theoretical link between the effects of framing and the effects of mood manipulation based on mood management theory are presented and discussed.