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The Power Of Nice: Active Listening, Procedural And Interpersonal Fairness Perceptions And Prosocial And Antisocial Negotation Behaviors, Edward Kass
Organization, Leadership, and Communication
I invoke active listening and draw on models of procedural and interpersonal fairness perceptions, perceived organizational support, and organizational prosocial behaviors to articulate and test a model of negotator willingness to engage in exploitative and prosocial negotiation behaviors. Specifically, active listening is predicted to affect the other party's procedural and interpersonal fairness perceptions. These fairness perceptions are expected to be interpreted as signaling the extent to which the other party cares about one's own well0being. Perceptions of the other party's concern for one's own well-being are predicted to be reciprocated as positive or negative concern for the other party. Finally, …
Face-To-Face And Email Negotiations: A Comparison Of Emotions, Perceptions And Outcomes, Jennifer Parlamis
Face-To-Face And Email Negotiations: A Comparison Of Emotions, Perceptions And Outcomes, Jennifer Parlamis
Organization, Leadership, and Communication
The purpose of this research was to conduct and exploratory study comparing email to face-to-face negotiations primarily focusing on emotions across the two negotation environments. We used a bargaining task with a negative bargaining zone for the negotiation and pre- and post-negotiations surveys to measure motivations, emotions, and perceptions. We found that email dyads had less pro-social concerns, were less likely to reach agreement, less satisfied with the quality of the interaction during the negotiation, reported less rapport and rated future trust in their partner significantly lower than face-to-face dyads. Those negotiating face-to-face ratede their own emotions during the negotiations …
Venting Anger: Third Party Targets And Responses, Jennifer Parlamis
Venting Anger: Third Party Targets And Responses, Jennifer Parlamis
Organization, Leadership, and Communication
Two experiments investigated the effects of venting on anger. The first extended previous research positing that the target of venting (the person to whom anger is directed) is a critical determinant altering anger expression and anger. This experiment found that venting to particular targets (therapist, mediator, friend) increased anger as compared to not venting. The second experiment investigated the effects of different responses to venting (i.e., reinterpreting or reinforcing). This experiment found that responses that reinforce the anger-provoking behavior (emphasize internal and controllable causes) increase anger. Responses that reinterpret the anger-provoking behavior (emphasize external and uncontrollable causes) decrease anger. Interestingly, …