Open Access. Powered by Scholars. Published by Universities.®
Organizational Behavior and Theory Commons™
Open Access. Powered by Scholars. Published by Universities.®
- Publication
Articles 1 - 6 of 6
Full-Text Articles in Organizational Behavior and Theory
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.
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 …
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 …
With Feeling: How Emotions Shape Negotiation, Mara Olekalns, Daniel Druckman
With Feeling: How Emotions Shape Negotiation, Mara Olekalns, Daniel Druckman
Mara Olekalns
An increasingly popular topic in current research is how emotional expressions influence the course of negotiation and related interactions. Negotiation is a form of social exchange that pits the opposing motives of cooperating and competing against one another. Most negotiators seek to reach an agreement with the other party; they also strive for an agreement that serves their own goals. This dual concern is reflected in a process that consists of both bargaining and problem solving. A good deal of the research and practice literature concentrates on ways to perform these activities effectively. In earlier writing, emotions were viewed largely …