谈判者第一次出价对谈判破裂的影响：角色的调节作用

谈判者在大多数情况下都希望能顺利达成协议,但很多时候多种因素使得谈判进入僵局或者破裂。本研究利用模拟谈判的手段,综合考察了第一次出价对谈判破裂的影响。很多谈判者出于害怕吃亏或者希望获得更多收益,向对手提出较高的第一次开价。研究一证明第一次出价越高,谈判越容易失败。有趣的是,第一次开价的高低与谈判破裂之间的关系会受到谈判角色的影响,谈判者的权力不同会使得他们的第一次开价具有不同的作用。研究二证实,当谈判双方权力不对等时,第一次出价对谈判破裂的负面作用受到了权力的影响。弱者的第一次出价越高,谈判越容易破裂。中介分析表明,当弱者出价较高时,容易让对方感到竞争性过强,因此不愿意达成协议。本研究不仅丰富了谈判破裂和第一次出价的理论研究,而且对于谈判者具有实践意义     

The Impact of Passing the Professional in Human Resources Exam on Early Career Success for Undergraduates Entering the Human Resource Field

This study investigates the impact of passing the Professional in Human Resources (PHR) certification exam on the early career success of recent college graduates. Data were gathered from alumni of three Midwestern universities who earned an undergraduate degree in business administration (i.e., BBA) with a major in human resources. The survey was designed to measure early career success indicators including finding a job in the HR field, starting salary, and number of promotions. Results reveal that the probability of one's first job after graduation being in human resources was significantly greater for those who had passed the PHR exam compared with those who did not pass or did not take the exam. Passing the PHR exam was not associated with significant differences in starting salary or early career promotions. Implications, study strengths and limitations, and suggestions for future research are discussed.     

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.     

HEALTHY, WEALTHY, OR WISE: PREDICTING ACTUAL ACCEPTANCES OF EARLY RETIREMENT INCENTIVES AT THREE POINTS IN TIME

Using a sample of several thousand faculty members and multiple measures of health, wealth, and productivity, this study examines the predictors of actual acceptance of 3 successive early retirement incentive offers. Consistent with previous research, the results here suggest that poorer health, lower salary, and higher pension benefits were significantly related to early retirement decisions. In addition, the results suggest that faculty members who planned on working part time after retirement and who expected there would be no future incentive programs were more likely to accept early retirement offers, while those with higher productivity and with spouses still in the workforce were less likely to do so. Implications for future research on early retirement and for the design of early retirement programs are discussed as well.     

Negotiators' bargaining histories and their effects on future negotiation performance

In 2 studies the authors show that the quality of deals negotiators reach are significantly influenced by their previous bargaining experiences. As predicted, negotiators who reached an impasse on a prior negotiation were more likely either to impasse in their next negotiation or to reach deals of low joint value compared to those who had reached an initial agreement. Notably, the impact of past performance on subsequent deals was just as strong for negotiators who changed partners on the 2nd occasion. Results highlight the role of bargaining histories as significant predictors of negotiation behavior. Moreover, they suggest that, at least in some cases, negotiations should be conceptualized as interrelated exchanges rather than separable incidents.     

Too much information: the perils of nondiagnostic information in negotiations

Two studies showed that possessing information about a negotiation counterpart that is irrelevant to the negotiation task can impair negotiators' effectiveness because such knowledge impedes effective information exchange. In Study 1, negotiators who possessed diagnostic and nondiagnostic forms of information were each less likely to exchange information about their preferences within the negotiation. However, only those negotiators who possessed nondiagnostic information achieved inferior negotiation outcomes as a result. In Study 2, negotiators possessing nondiagnostic information about their counterparts in electronically mediated negotiations were more likely to terminate the search for mutually beneficial outcomes prematurely and declare impasses. They were also less able to use diagnostic forms of information to make mutually beneficial trade-offs. As a result, negotiators in these dyads achieved inferior outcomes.     

Negotiation as a form of persuasion: arguments in first offers

In this article we examined aspects of negotiation within a persuasion framework. Specifically, we investigated how the provision of arguments that justified the first offer in a negotiation affected the behavior of the parties, namely, how it influenced counteroffers and settlement prices. In a series of 4 experiments and 2 pilot studies, we demonstrated that when the generation of counterarguments was easy, negotiators who did not add arguments to their first offers achieved superior results compared with negotiators who used arguments to justify their first offer. We hypothesized and provided evidence that adding arguments to a first offer was likely to cause the responding party to search for counterarguments, and this, in turn, led him or her to present counteroffers that were further away from the first offer.     

Black-Hat/White-Hat Strategy in Bilateral Negotiation

The black-hat/white-hat strategy is a sequential process involving two people who work as a team in a negotiation against an adversary. The first person in the sequence, the black hat, takes a competitive stance toward the adversary; the second in the sequence, the white hat, takes a more cooperative stance. The presumed effect is success in eliciting concessions from the adversary and reaching agreement. The experiment reported here simulated a buyer–seller negotiation to assess the effects of the temporal ordering of the black-hat and white-hat strategies. Subjects, as buyers, negotiated twice with computer-simulated sellers who were either cooperative or competitive in the first negotiation and cooperative or competitive in the second. The results suggested that strategy shifts can play an important role in negotiation: when a new strategy was presented (either more cooperative or more competitive), there was increased concession-making by subjects and reduction of distance between offers. The black-hat/white-hat strategy was most likely to reduce distance and reach agreements. The black-hat/black-hat strategy was least successful by these measures. Evidence of contrast effects was obtained in perceptions of opponent cooperativeness: the black-hat/white-hat strategy produced the greatest perceived cooperativeness. The black-hat/white-hat strategy benefited from two processes: 1. concessions of the white-hat in the second negotiation in reducing distance from agreement, and 2. greater perceived cooperativeness due to the contrast effect. Several indexes of collective efficiency indicated that a black-hat/white-hat aggregate of strategies was more efficient than any other combination of strategies.     

The “feminine mystique” in male-dominated jobs: A comparison of attitudes and background factors of women in male-dominated versus female-dominated jobs

This paper examines various background factors plus success and work-related atttudes of 324 women as aggregated into one of three groups: those women working in male-dominated jobs, those in female-dominated jobs, and those in relatively sex-ratio balanced jobs. Overall results show that women holding male-dominated jobs are more likely to be older, better educated, have fathers with higher educational levels, and are more likely to be childless as compared to women in female-dominated jobs. Holding age and education constant, women in male-dominated jobs usually rated definitions of success as more important to their feelings of well-being than did women in female-dominated jobs. With these same constants, there were few differences in work attitudes among the three groups, but contrary to expectations, women in female-dominated jobs rated the importance of their work higher than did women in male-dominated jobs. The variables best predicting whether a woman held a male-dominated job were college attainment, problems related to sex discrimination, the age of the participant, her feelings toward achieving a very high salary, her feelings of the importance of her work, and her feelings about becoming an authority in her job.     

Blocking incidental frustration during bargaining

The current study examined the effects of an intervention aimed at blocking the transfer of frustration from a previous experience (i.e. recall task) to a subsequent and unrelated task (i.e. ultimatum bargaining task). Participants who went through the intervention were more likely to accept unfair offers in the ultimatum bargaining task than those who did not go through the intervention. These results show that participants who were blocked from transferring their feelings of frustration from the recall task to the subsequent bargaining task (no-transfer condition) more likely accepted unfair offers than those who inadvertently transferred their feelings of frustration (transfer condition). The effect of conditions on accept-reject decisions in the ultimatum bargaining was mediated by reported feelings of frustration.     

The prospect of negotiating: Stress, cognitive appraisal, and performance

Despite a significant literature on the impact of stress on performance in achievement settings, little is known about whether and how stress might matter for would-be negotiators. In two studies, we investigate how bargainers cognitively appraise a looming negotiation, whether its prospect is stressful and what the consequences are for performance. Individuals who appraised a prospective negotiation as a threat experienced more stress ahead of a negotiation, and reached lower quality deals compared to those who had appraised a challenge. Results from a follow-up experiment showed that would-be negotiators who had appraised a threat behaved more passively and were less likely to use tough tactics compared to those who appraised a challenge. Those who appraised a threat also had relatively inaccurate perceptions of their partners’ priorities and interests, which undermined their outcomes. The outcome advantage for those who appraised a challenge was limited to negotiations that contained integrative potential.     

EXPERIENCED HIRING VERSUS COLLEGE RECRUITING: PRACTICES AND EMERGING TRENDS

Although much professional and managerial hiring involves experienced workers, previous recruitment research has focused almost exclusively on new college graduates. To remedy this imbalance, 251 staffing professionals were surveyed concerning experienced-versus-college hiring practices in their organizations. Results suggest that a majority of positions requiring a college degree are filled with experienced workers. Experienced hires are evaluated more highly than new graduates on most characteristics (understanding business, knowledge of competition, realistic expectations, technical skills, interpersonal skills, writing skills, work ethic, likelihood of success, personal ethics), although new graduates are evaluated more highly on open-mindedness and willingness and ability to learn new things. Higher proportions of experienced hiring are associated with organizational growth, short-term staffing strategies, older workforces, and less dynamic business environments. Perceived success of experienced hiring is associated with greater use of effective recruitment sources, older workforces, and more competitive salary offers.     

Controlling your environment and yourself: Implications for career success

Given the complex and rapidly changing nature of the current work environment, individuals' capabilities to effectively influence their environment and regulate their behavior may be critical to career success. Drawing from the model of emergent interactive agency (Bandura, 1989), the current research examines this perspective, focusing on proactive personality and self-control as predictors of extrinsic and intrinsic career success. Although some studies have investigated proactive personality as a predictor of success, less research has focused on factors involved in this relationship and very little work has examined self-control in the context of career success. Study 1 involved a cross-sectional design with 249 full-time employees who completed measures assessing personality and career-related variables. Study 2 involved a longitudinal design with 1568 individuals who were rated on self-control during childhood and completed career-related measures approximately 20 years later. Study 1 results indicated proactive personality and self-control related to extrinsic career success (salary and occupational prestige) through educational attainment. Study 2 results indicated self-control related to extrinsic career success (salary and occupational prestige) through educational attainment and intrinsic career success (career satisfaction) through occupational opportunity for achievement. These findings contribute to the knowledge base regarding career success by highlighting the relevance of active control tendencies that are externally focused (proactive personality) as well as those that are internally focused (self-control) and identifying key factors linking these traits to career success.     

Expectancy Disconfirmation and Negotiator Reactions Across Negotiation Episodes

In the negotiation literature, relatively little attention has been paid to the impact of negotiator goals and expectancy disconfirmations on negotiator behaviors and affective outcomes. We found that negotiators with larger negative expectancy disconfirmations were less satisfied; set lower targets for a subsequent negotiation; and were more likely to settle with the other party in the second negotiation, rather than requiring third-party imposition of a settlement. Those negotiators who settled had more positive feelings and perceptions about the negotiation and set higher targets for a third negotiation. Further, negotiators who experienced repeated high levels of negative expectancy disconfirmation also experienced the greatest decrements in their feelings and perceptions across negotiation episodes. Implications of study findings for future research are discussed.     

Multiple reference points in satisfaction and fairness assessment

Most studies of reference point effects have used a single referent, such as a price, a salary, or a target. There is considerable evidence that the judged fairness of, or satisfaction with, an outcome is significantly influenced by discrepancies from such single referents. In many settings, however, more than one reference point may be available, so the subject may be confronted simultaneously with some referents above, some at, and some below the focal outcome. Little is known about the simultaneous impact of such multiple reference points. We examine here the effects of two referents on ratings of salary satisfaction and fairness. Subjects were presented with a series of scenarios that described a salary offer made to a hypothetical MBA graduate and provided information about the salary offers made to either one or two other similar graduates. For each scenario, subjects judged how fair the focal graduate would feel the offer to be, and how satisfied he or she would be with it. Satisfaction ratings displayed asymmetric effects of comparisons: the pain associated with receiving a salary lower than another MBA is greater than the pleasure associated with a salary higher than the other student by the same amount. Fairness ratings showed a different pattern of asymmetric effects of discrepancies from the reference salaries: the focal graduate's salary was judged somewhat less fair when others received lower offers, and much less fair when others received higher offers. The asymmetric effects occurred for both reference points, suggesting that the focal salary was compared separately to each of the referents rather than to a single reference point formed by prior integration of the referents. Copyright © 2000 John Wiley & Sons, Ltd.     

Biased forecasting of postdecisional affect

Although anticipated postdecisional regret is a significant contributor to people's decision-making processes, the accuracy of people's regret forecasts has yet to be assessed systematically. Here we report two studies to fill this lacuna. In Study 1, we found that subjects who made reasonably high offers overpredicted the regret that they experienced after they unexpectedly failed at a negotiation. In Study 2, we found that subjects overpredicted the rejoicing and marginally underpredicted the regret that they experienced when they received higher marks than they had expected for their course work. Systematic affective misprediction implies that people making decisions should discount the regret and rejoicing that they anticipate will be associated with potential outcomes arising from those decisions.     

The different effects of family on objective career success across gender: A test of alternative explanations

Gender gaps in achieved rank and salary, common indicators of objective success, often are attributed to the different family roles and responsibilities of men and women. This study tested three explanations for the different effects of family on careers: that is, choice, performance, and signaling explanations. In a sample of American doctoral graduates, the impact of family on career outcomes was felt at entry, early, and middle career stages and support was provided for arguments of all explanations. At the time of graduation, two family variables, the presence of a young child, and not having a non-employed spouse, were associated with women favoring work-family balance in jobs that in turn predicted geographic restrictions on employment. For men, family structure was not associated with job preferences. At later career stages, women did not experience the performance benefits from having a non-employed spouse that men did. In addition, women were at a career disadvantage because they were far less likely to have non-employed spouses who were associated with achieving high ranks by middle career for both genders.     

Threats,Bluffs, and Disclaimers in Negotiations

In a buyer-seller simulation within two negotiation periods, we examined the attitudinal and behavioral consequences of variations in the communication of threats. Specifically, we examined the consequences of receiving no threat or a threat stated with, versus without, a disclaimer. In addition, we examined changes in subjects′ evaluations of their partner and negotiation outcomes after some were led to believe their partner had stated a false threat (a "bluff"). As expected, we found that while negotiators who used threats were perceived as more powerful, they were also perceived as less cooperative and achieved less integrative agreements than those who did not use threats. In addition, when information (allegedly from a constituent) identified the threat as a bluff, we found that the disclaimer lessened the negativity of re-evaluations of the negotiation partner. Taken together, our findings suggest that current theory regarding the effect of threats and bluffs in negotiation needs to be qualified by how these tactics are stated. Theoretical and practical implications of our findings are discussed.