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- Organizations (2)
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- Dependence theory (1)
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- Emotional processes (1)
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- Explicit bargaining (1)
- GRIT (1)
- Graduated and Reciprocated Initiatives in Tension Reduction (1)
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Articles 1 - 13 of 13
Full-Text Articles in Business
Political Alignments In Organizations: Contextualization, Mobilization, And Coordination, Samuel B. Bacharach, Edward J. Lawler
Political Alignments In Organizations: Contextualization, Mobilization, And Coordination, Samuel B. Bacharach, Edward J. Lawler
Edward J Lawler
This chapter develops a framework for conceptualizing and analyzing enduring political alignments in organizations. We address the following key questions: (a) What processes promote political alignments, in particular ones that are likely to be recognized and identifiable by members of an organization? and (b) What are the major forms of political alignment? Repeated coalitions among the same actors are the central mechanism that generates enduring, identifiable political alignments. The power relations within and between coalitions determine the nature of the political alignments. Overall, political alignments are construed as microinstitutions that generate coordinated efforts to influence organizational strategy, policies, and practices.
Relational Cohesion Model Of Organizational Commitment, Jeongkoo Yoon, Edward J. Lawler
Relational Cohesion Model Of Organizational Commitment, Jeongkoo Yoon, Edward J. Lawler
Edward J Lawler
[Excerpt] This chapter reviews the research program of relational cohesion theory (RCT) (Lawler & Yoon, 1993, 1996, 1998; Lawler et al., 2000; Thye et al., 2002) and uses it to develop a model of organizational commitment. Broadly, relational cohesion theory (RCT) has attempted to understand conditions and processes that promote an expressive relation in social exchange; an expressive relation is indicated by relational cohesion, that is, the degree to which exchange partners perceive their relationship as a unifying object having its own value. The research program argues that such relational cohesion is a proximal cause of various forms of behavioral …
Bringing Emotions Into Social Exchange Theory, Edward J. Lawler, Shane R. Thye
Bringing Emotions Into Social Exchange Theory, Edward J. Lawler, Shane R. Thye
Edward J Lawler
We analyze and review how research on emotion and emotional phenomena can elaborate and improve contemporary social exchange theory. After identifying six approaches from the psychology and sociology of emotion, we illustrate how these ideas bear on the context, process, and outcome of exchange in networks and groups. The paper reviews the current state of the field, develops testable hypotheses for empirical study, and provides specific suggestions for developing links between theories of emotion and theories of exchange.
The Theory Of Relational Cohesion: Review Of A Research Program, Shane R. Thye, Jeongkoo Yoon, Edward J. Lawler
The Theory Of Relational Cohesion: Review Of A Research Program, Shane R. Thye, Jeongkoo Yoon, Edward J. Lawler
Edward J Lawler
In this paper we analyze and review the theory of relational cohesion and attendant program of research. Since the early 1990s, the theory has evolved to answer a number of basic questions regarding cohesion and commitment in social exchange relations. Drawing from the sociology of emotion and modem theories of social identity, the theory asserts that joint activity in the form of frequent exchange unleashes positive emotions and perceptions of relational cohesion. In turn, relational cohesion is predicted to be the primary cause of commitment behavior in a range of situations. Here we outline the theory of relational cohesion, tracing …
Metatheory And Friendly Competition In Theory Growth: The Case Of Power Processes In Bargaining, Edward J. Lawler, Rebecca Ford
Metatheory And Friendly Competition In Theory Growth: The Case Of Power Processes In Bargaining, Edward J. Lawler, Rebecca Ford
Edward J Lawler
[Excerpt] This paper analyzes the theoretical development taking place in a program of research on power processes in bargaining (see Bacharach and Lawler 1976, 1980, 1981a, 1981b; Lawler and Bacharach 1976, 1979, 1987; Lawler, Ford, and Blegen 1988; Lawler and Yoon 1990; Lawler 1986, 1992). The theoretical program takes as its starting point a situation where individuals, groups, organizations, or even societies with conflicting interests voluntarily enter into explicit bargaining. Explicit (as opposed to tacit) bargaining assumes the mutual acknowledgment of negotiations, conflicting issues along which compromise is possible, and open lines of communication through which parties can exchange offers …
Power Dependence And Power Paradoxes In Bargaining, Samuel B. Bacharach, Edward J. Lawler
Power Dependence And Power Paradoxes In Bargaining, Samuel B. Bacharach, Edward J. Lawler
Edward J Lawler
[Excerpt] What this article (and our larger program of work) is designed to demonstrate is that these very simple ideas represent a particularly suitable starting point for understanding the power struggle between parties who regularly engage in negotiation. Specifically, in this article we show that the approach contains certain paradoxes regarding the acquisition and use of power in an ongoing bargaining relationship. The dependence framework treats the ongoing relationship as a power struggle in which each party tries to maneuver itself into a favorable power position.
Power Processes In Bargaining, Edward J. Lawler
Power Processes In Bargaining, Edward J. Lawler
Edward J Lawler
This is a theoretical article that integrates and extends a particular program of work on power in bargaining relationships. Power is conceptualized as a structurally based capability, and power use as tactical action falling within either conciliatory or hostile categories. The core propositions are (1) the greater the total amount of power in a relationship, the greater the use of conciliatory tactics and the lower the use of hostile tactics; and (2) an unequal power relationship fosters more use of hostile tactics and less use of conciliatory tactics than an equal power relationship. Distinct research on power dependence and bilateral …
Structural Power And Emotional Processes In Negotiation: A Social Exchange Approach, Edward J. Lawler, Jeongkoo Yoon
Structural Power And Emotional Processes In Negotiation: A Social Exchange Approach, Edward J. Lawler, Jeongkoo Yoon
Edward J Lawler
This chapter focuses in the abstract on when and how repeated negotiations between the same actors foster positive feelings or emotions and, in turn, an affective commitment to their relationship. However, we have in mind applications to pivotal dyads within organizations and also to the emergence of "friction” or "stickiness” in market relations. Implicit in the idea that negotiations in pivotal dyads shape institutional patterns is the notion that repeated negotiations between the same two actors are likely to become more than instrumental ways for the particular actors to get work done. We suggest a simple process by which dyadic …
Resolving Conflict Through Explicit Bargaining, Elizabeth Heger Boyle, Edward J. Lawler
Resolving Conflict Through Explicit Bargaining, Elizabeth Heger Boyle, Edward J. Lawler
Edward J Lawler
This article analyzes the impact of conciliatory initiatives on conflict resolution in two-party bargaining. It specifically develops and tests a theory of unilateral initiatives derived from Osgood's (1962) notion of Graduated and Reciprocated Initiatives in Tension Reduction (GRIT). The major propositions of the theory indicate that, given a pattern of mutual resistance or hostility, unilateral initiatives and tit-for-tat retaliation in response to punitive action will produce more conciliation and less hostility by an opponent. To test the theory, a bargaining setting was created in a laboratory experiment in which parties exchanged offers and counteroffers on an issue across a number …
Comparison Of Dependence And Punitive Forms Of Power, Edward J. Lawler, Samuel B. Bacharach
Comparison Of Dependence And Punitive Forms Of Power, Edward J. Lawler, Samuel B. Bacharach
Edward J Lawler
This paper deals with the impact of power on tactical action in conflict. The theory and research is organized around two conceptual distinctions: one between power based on dependence versus punitive capability, and the other between relative power (i.e., power difference) and "total power" in a relationship (i.e., across actors). The paper will argue that these distinctions are important on both theoretical and empirical grounds. Theoretically, they are important to explicate the connection between conceptions of power that stress the coercive foundation of power (Bierstedt 1950; Tedeschi, Schlenker & Bonoma 1973) and those that treat power as dependence (Bacharach & …
The Power Process And Emotion, Edward J. Lawler
The Power Process And Emotion, Edward J. Lawler
Edward J Lawler
[Excerpt] Power is a crucial phenomenon in organizations, both pervasive and somewhat elusive. The study of power in organizations has a long tradition (Crozier 1964), yet the literature on power is fragmented and has been a central focus only intermittently over time. Fundamental assumptions about the role of power vary widely. On the one hand, power can be construed broadly as a negative and divisive force in relations, groups, and organizations. It enables those having power to exert influence over or command the compliance of others through coercion, force, and threats. This is the punitive, manipulative face of power (Deutsch …
Power Dependence In Individual Bargaining: The Expected Utility Of Influence, Edward J. Lawler, Samuel B. Bacharach
Power Dependence In Individual Bargaining: The Expected Utility Of Influence, Edward J. Lawler, Samuel B. Bacharach
Edward J Lawler
This study examines the impact of certain dimensions of dependence on the expected effectiveness of an influence attempt in a two-person bargaining situation. Assuming the role of employer, employee, or outside observer, 1,056 college students estimated the utility of an attempt by an employee to influence his employer with respect to a pay raise under various conditions of dependence. The results show that respondents attributed greatest utility to the attempt when the employee had many alternatives (other job possibilities) and valued highly the outcomes at issue (a pay raise) and when the employer had few alternatives (other workers) and ascribed …
An Affect Theory Of Social Exchange, Edward J. Lawler
An Affect Theory Of Social Exchange, Edward J. Lawler
Edward J Lawler
This article develops a theory that explains how and when emotions, produced by social exchange, generate stronger or weaker ties to relations, groups, or networks. It is argued that social exchange produces positive or negative global feelings, which are internally rewarding or punishing. The theory indicates that social units (relations, groups, networks) are perceived as a source of these feelings, contingent on the degree of jointness in the exchange task. The jointness of the task is greatest if (1) actors find it difficult to distinguish their individual effects on or contributions to solving the exchange task (nonseparability) and (2) actors …