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Why Employees Accept Lower Pay At Mission-Oriented Companies, Insiya Hussain, Marko Pitesa, Stefan Thau, Michael Schaerer
Why Employees Accept Lower Pay At Mission-Oriented Companies, Insiya Hussain, Marko Pitesa, Stefan Thau, Michael Schaerer
Research Collection Lee Kong Chian School Of Business
Today’s companies are likely to tout how their work benefits human welfare or “makes the world a better place.” Recent research suggests that this may come with a potential financial drawback for workers, as it can inhibit them from negotiating for higher pay. Over five studies, job candidates consistently reported that they worried asking for higher pay from these companies would be seen as greedy or inappropriate. This suggests they are aware of a common bias, known as motivation purity bias, where managers believe employees interested in material rewards of work (such as pay) are less motivated than those motivated …
Reward Structures And Negotiation Strategies: The Use Of Deception In Negotiation, Jermaine Pin Xiu Lim
Reward Structures And Negotiation Strategies: The Use Of Deception In Negotiation, Jermaine Pin Xiu Lim
Dissertations and Theses Collection (Open Access)
This present study investigated the effect of outcome interdependence on different types of deceptions – mutually beneficial and self-interested deception, in a negotiation context. 150 SMU students were recruited to engage in a negotiation task and were randomly assigned to either a high outcome interdependence condition where the monetary reward was awarded based on the points scored by the dyad or a low outcome interdependence condition where the monetary reward was awarded based on the points scored by the individual. The results showed that in a self-rated scale, dyads in the low outcome interdependence condition rated themselves to have engaged …
Power And Negotiation: Review Of Current Evidence And Future Directions, Michael Schaerer, Laurel Teo, Nikhil Madan, Roderick I. Swaab
Power And Negotiation: Review Of Current Evidence And Future Directions, Michael Schaerer, Laurel Teo, Nikhil Madan, Roderick I. Swaab
Research Collection Lee Kong Chian School Of Business
This review synthesizes the impact of power on individual and joint negotiation performance. Although power generally has positive effects on negotiators’ individual performance (value claiming), recent work suggests that more power is not always beneficial. Taking a dyadic perspective, we also find mixed evidence for how power affects joint performance (value creation); some studies show that equal-power dyads create more value than unequal-power dyads, but others find the opposite. We identify the source of power, power distribution, and competitiveness as critical moderators of this relationship. Finally, we suggest that future research should move beyond studying alternatives in dyadic deal-making, identify …
Imaginary Alternatives: The Impact Of Mental Simulation On Powerless Negotiators, Michael Schaerer, Martin Schweinsberg, Roderick I. Swaab
Imaginary Alternatives: The Impact Of Mental Simulation On Powerless Negotiators, Michael Schaerer, Martin Schweinsberg, Roderick I. Swaab
Research Collection Lee Kong Chian School Of Business
The present research demonstrates that negotiators can act powerfully without having power.Researchers and practitioners advise people to obtain strong alternatives prior to negotiating toenhance their power. However, alternatives are not always readily available, often forcingnegotiators to negotiate without much, or any, power. Building on research suggesting thatsubjective feelings of power and objective outcomes are disconnected and that mental simulationcan increase individuals’ aspirations, we hypothesized that the mental imagery of a strongalternative could provide similar psychological benefits to having an actual alternative. Ourstudies demonstrate that imagining strong alternatives causes individuals to negotiate moreambitiously and provides them with a distributive advantage: negotiators …
The Differential Identity Activation & Integration Mechanism (Diaim): A Model Linking Female Businesspersons’ Identity Integration And Identity Activation To Negotiation, Yi Wen Tan
Dissertations and Theses Collection
Women play an important role in business management (female businesspersons) but yet they face constraints in the workplace, such as in negotiations. As female businesspersons seem to be facing seemingly conflicting gender and business identities, the level of the integration between these identities, as captured by the construct gender-professional identity integration (G-PII), can be a critical factor that influences female businesspersons in negotiations. It is expected that the level of G-PII influences female businesspersons’ negotiation behaviors when their different identities (i.e., female identity, business identity or dual identities) are activated. Hence, a DIAIM model that depicts how female businesspersons with …
Self-Esteem And Women’S Performance In Mixed-Gender Negotiations, Serena Changhong Lu, Elizabeth Layne Paddock, Jochen Reb
Self-Esteem And Women’S Performance In Mixed-Gender Negotiations, Serena Changhong Lu, Elizabeth Layne Paddock, Jochen Reb
Research Collection Lee Kong Chian School Of Business
Past research shows gender stereotype threat effect negatively affects women's economic negotiation outcomes, but little is known about moderators of this effect. The present research investigated self-esteem (SE) level and social contingent self-esteem (SCSE) as potential buffers to the gender stereotype threat effect. Based on the contingencies of self-worth model (Crocker & Wolfe, 2001), we hypothesized that SE level interacts with SCSE to determine women's outcomes at the bargaining table such that high SE women with low SCSE do not confirm gender stereotypes and achieve higher performance in mixed-gender negotiations. Drawing on the integrated process model of stereotype threat effects …
Who Am I Faced With?: The Influence Of Gender-Professional Identity Integration (G-Pii) And Sex Of Opposing Negotiator On Female Businesspersons’ Negotiations, Yi Wen Tan
Dissertations and Theses Collection (Open Access)
Previous research examining sex differences in negotiation revealed conflicting evidence for its presence. This could be due to the lack of consideration of having a business identity on top of having a gender identity. This suggests the importance of examining how female businesspersons integrate their female and business identities using the construct of gender-professional identity integration (G-PII). The purpose of Study 1 was to develop a measure for G-PII by adapting and validating from existing items from past bicultural identity integration research. A 15-item measure with two factors (distance and conflict) emerged. Study 2 investigated how the sex of the …
The Influence Of Mindful Attention On Value Claiming In Distributive Negotiations: Evidence From Four Laboratory Experiments, Jochen Reb, Jayanth Narayanan
The Influence Of Mindful Attention On Value Claiming In Distributive Negotiations: Evidence From Four Laboratory Experiments, Jochen Reb, Jayanth Narayanan
Research Collection Lee Kong Chian School Of Business
We examined the effect of mindful attention on negotiation outcomes in distributive negotiations across four experiments. In Studies 1 and 2, participants who performed a short mindful attention exercise prior to the negotiation claimed a larger share of the bargaining zone than the control condition participants they negotiated with. Study 3 replicated this finding using a different manipulation of mindful attention. Study 4 again replicated this result and also found that mindful negotiators were more satisfied with both the outcome and the process of the negotiation. We discuss theoretical and practical implications, limitations, and future directions.
Reading Your Counterpart: The Benefit Of Emotion Recognition Accuracy For Effectiveness In Negotiation, Hillary Anger Elferbein, Maw Der Foo, Judith White, Hwee Hoon Tan, Voon Chuan Aik
Reading Your Counterpart: The Benefit Of Emotion Recognition Accuracy For Effectiveness In Negotiation, Hillary Anger Elferbein, Maw Der Foo, Judith White, Hwee Hoon Tan, Voon Chuan Aik
Research Collection Lee Kong Chian School Of Business
Using meta-analysis, we find a consistent positive correlation between emotion recognition accuracy (ERA) and goal-oriented performance. However, this existing research relies primarily on subjective perceptions of performance. The current study tested the impact of ERA on objective performance in a mixed-motive buyer-seller negotiation exercise. Greater recognition of posed facial expressions predicted better objective outcomes for participants from Singapore playing the role of seller, both in terms of creating value and claiming a greater share for themselves. The present study is distinct from past research on the effects of individual differences on negotiation outcomes in that it uses a performance-based test …
Subjective Effectiveness In Agent-To-Human Negotiation: A Frame X Personality Account, Yinping Yang, Ya Hui M. See, Andrew Ortony, Jacinth Jia Xin Tan
Subjective Effectiveness In Agent-To-Human Negotiation: A Frame X Personality Account, Yinping Yang, Ya Hui M. See, Andrew Ortony, Jacinth Jia Xin Tan
Research Collection School of Social Sciences
This paper presents an empirical examination on the role of framing as a persuasion technique in agent-to-human negotiations. The primary hypothesis was that when a software agent frames the same offer in different ways it will have different consequences for a human counterpart’s perceptions of the negotiation process and outcomes. A secondary hypothesis was that the subjective effectiveness of different frames will be influenced by the personality of the human counterpart. An experiment to test these hypotheses was conducted using a simulated software seller agent and a human buyer counterpart in a 4-issue negotiation task. The results demonstrated the influence …