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Full-Text Articles in Business
Power And Tactics In Bargaining, Samuel B. Bacharach, Edward J. Lawler
Power And Tactics In Bargaining, Samuel B. Bacharach, Edward J. Lawler
Edward J Lawler
This paper develops and tests an analytical framework for analyzing the selection of tactics in bargaining. Using a variant of power-dependence theory, the authors propose that bargainers will use different dimensions of dependence, such as the availability of alternative outcomes from other sources and the value of the outcomes at stake, to select among different tactics. To test this model, the authors conducted two simulation experiments that portrayed an employee-employer conflict over a pay raise, manipulating four dimensions of dependence: employee's outcome alternatives, employee's outcome value, employer's outcome alternatives, and employer's outcome value. Within this context, respondents estimated the likelihood …
From Revolutionary Coalitions To Bilateral Deterrence: A Nonzero-Sum Approach To Social Power, Edward J. Lawler
From Revolutionary Coalitions To Bilateral Deterrence: A Nonzero-Sum Approach To Social Power, Edward J. Lawler
Edward J Lawler
This chapter reviews a program of work investigating how social power, defined as a structurally based capability, affects the tactics chosen in a conflict. A nonzero-sum approach to power stipulates that the total amount of power in a relationship can have effects distinct from those of relative power or power difference. This assumption is grounded in Emerson's power dependence theory and reminiscent of Tannenbaum's concept of control. The basic ideas are that (1) higher total power in a relationship has an integrative effect on that relationship, resulting in more conciliatory and less hostile responses to conflict; and (2) larger power …
Common Criteria Meets Realpolitik Trust, Alliances, And Potential Betrayal, Jan Kallberg
Common Criteria Meets Realpolitik Trust, Alliances, And Potential Betrayal, Jan Kallberg
Jan Kallberg
Common Criteria for Information Technology Security Evaluation has the ambition to be a global standard for IT-security certification. The issued certifications are mutually recognized between the signatories of the Common Criteria Recognition Arrangement. The key element in any form of mutual relationships is trust. A question raised in this paper is how far trust can be maintained in Common Criteria when additional signatories enter with conflicting geopolitical interests to earlier signatories. Other issues raised are control over production, the lack of permanent organization in the Common Criteria, which leads to concerns of being able to oversee the actual compliance. As …
Where Perception Meets Reality: The Effects Of Different Types Of Faultline Perceptions, Asymmetries And Realities On Intersubgroup Conflict And Group Outcomes, Lindred Greer, Karen Jehn
Where Perception Meets Reality: The Effects Of Different Types Of Faultline Perceptions, Asymmetries And Realities On Intersubgroup Conflict And Group Outcomes, Lindred Greer, Karen Jehn
Karen A. Jehn
No abstract provided.
Not All Groups Are The Same: The Importance Of Connectedness For Workgroup Outcomes, Sonja Rispens, G Ruel, Karen Jehn
Not All Groups Are The Same: The Importance Of Connectedness For Workgroup Outcomes, Sonja Rispens, G Ruel, Karen Jehn
Karen A. Jehn
No abstract provided.
The Alignment Of Multiple Interdependencies And Workgroup Effectiveness: An Empirical Investigation, Sonja Rispens, Karen Jehn
The Alignment Of Multiple Interdependencies And Workgroup Effectiveness: An Empirical Investigation, Sonja Rispens, Karen Jehn
Karen A. Jehn
No abstract provided.
When Subgroups Fuse And Divide: Effects Of Faultlines On Team Learning And Customer Satisfaction, Joyce Rupert, Karen Jehn
When Subgroups Fuse And Divide: Effects Of Faultlines On Team Learning And Customer Satisfaction, Joyce Rupert, Karen Jehn
Karen A. Jehn
No abstract provided.
Persistence And Visibility Of Group Faultlines: The Effects Of Team Identity On The Group Faultlines-Conflict Link, Katerina Bezrukova, Karen Jehn, Madhan Grounder
Persistence And Visibility Of Group Faultlines: The Effects Of Team Identity On The Group Faultlines-Conflict Link, Katerina Bezrukova, Karen Jehn, Madhan Grounder
Karen A. Jehn
We expand the group faultline theory by taking into account the relative importance of various demographics within the group that can trigger the formation of strong group faultlines. We draw on group faultline theory (Lau & Murnighan, 1998), social identity and categorization theories (Turner & Tajfel, 1986), social dominance theory (Sidanius & Pratto, 1999), and evolutionary psychology (Kurzban & Leary, 2001) to predict how group faultlines affect conflict. We propose that the visible demographic characteristics (age, race, and gender) will be more influential than the non-visible (education, tenure, and function) in determining the interaction patterns within the group (Thatcher & …