Social and Behavioral Sciences Commons^™

Ch 16 Kulik Trainingchapter 2019-05-23 Final.Pdf, Carol T. Kulik, Mara Olekalns, Ruchi Sinha

Mara Olekalns

Does Consistency Pay? The Effects Of Information Sequence And Content On Women’S Negotiation Outcomes, Carol T. Kulik, Mara Olekalns, Emma T. Swain

Mara Olekalns

Women are usually perceived as warm or competent, but rarely both. This research investigates how the sequence and content of warmth-relevant relational information and competence-relevant performance information affects female negotiators’ social (perceptions of their warmth and competence) and economic outcomes. Female employers (but not male employers) rated a negotiating female employee as high warmth when they received relational information first and were able to discount the employee’s competence with a team-based relational attribution (E1) or when they received performance information first and were convinced the employee’s warm behavior was genuine (E2). The sequence and content of warmth-relevant and competence-relevant information …

Sweet Little Lies: Social Context And The Use Of Deception In Negotiation, Mara Olekalns, Carol T. Kulik, Lin Chew

Mara Olekalns

Social context shapes negotiators’ actions, including their willingness to act unethically. In this research, we test how three dimensions of social context – dyadic gender composition, negotiation strategy, and trust – interact to influence one micro-ethical decision, the use of deception, in a simulated negotiation. To create an opportunity for deception, we incorporated an indifference issue – an issue that had no value for one of the two parties – into the negotiation. Deception about this issue was least likely to be affected by trust or negotiation strategy in all-male dyads, suggesting that dyads with at least one female negotiator …

Maybe It’S Right, Maybe It’S Wrong: Structural And Social Determinants Of Deception In Negotiation, Mara Olekalns, Chris Horan, Philip Smith

Mara Olekalns

Context shapes negotiators’ actions, including their willingness to act unethically. Focusing on negotiators use of deception, we used a simulated two-party negotiation to test how three contextual variables - regulatory focus, power, and trustworthiness - interacted to shift negotiators’ ethical thresholds. We demonstrated that these three variables interact to either inhibit or activate deception, providing support for an interactionist model of ethical decision-making. Three patterns emerged from our analyses. First, low power inhibited and high power activated deception. Second, promotion-focused negotiators favored sins of omission whereas prevention-focused negotiators favored sins of commission. Third, low cognition-based trust influenced deception when negotiators …

Maybe It’S Right, Maybe It’S Wrong: Structural And Social Determinants Of Deception In Negotiation, Mara Olekalns

Mara Olekalns

Context shapes negotiators’ actions, including their willingness to act unethically. Focusing on negotiators use of deception, we used a simulated two-party negotiation to test how three contextual variables - regulatory focus, power, and trustworthiness - interacted to shift negotiators’ ethical thresholds. We demonstrated that these three variables interact to either inhibit or activate deception, providing support for an interactionist model of ethical decision-making. Three patterns emerged from our analyses. First, low power inhibited and high power activated deception. Second, promotion-focused negotiators favored sins of omission whereas prevention-focused negotiators favored sins of commission. Third, low cognition-based trust influenced deception when negotiators …

Natural Born Peacemakers? Gender And The Resolution Of Conflict, Mara Olekalns

Mara Olekalns

Two males sit apart, staring at each other from the corners of their eyes. A female approaches one and takes him by the arm, pulls him towards the other male. She alternates between the two and eventually brokers peace. In a different scenario, two males are again in conflict. A third male inserts himself between them, screaming at them or physically separating them to prevent the conflict from escalating. He keeps them separate and harangues them into submission (De Waal, 2009). Female as peacemaker, male as peacekeeper. These examples fit with our intuitions about how gender might shape the way …

Negotiator Resilience.Docx, Brianna B. Caza, Mara Olekalns

Mara Olekalns

Negotiating The Gender Divide: Lessons From The Negotiation And Organizational Behavior Literatures, Carol Kulik, Mara Olekalns

Mara Olekalns

Employment relationships are increasingly personalized, with more employment conditions open to negotiation. Although the intended goal of this personalization is a better and more satisfying employment relationship, personalization may systematically disadvantage members of some demographic groups. This disadvantage is evident for women, who routinely negotiate less desirable employment terms than men. This gender-based gap in outcomes is frequently attributed to differences in the ways that men and women negotiate. We review the negotiation research demonstrating that women are systematically disadvantaged in negotiations and the organizational behavior research examining the backlash experienced by agentic women. We use the Stereotype Content Model …

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 …

Negotiations And Trust, Mara Olekalns, Philip L. Smith

Mara Olekalns

This forthcoming entry in the Encyclopaedia of Peace Psychology provides an overview of trust in negotiation

Markov Chain Models Of Negotiators’ Communication, Mara Olekalns, Philip L. Smith, Laurie R. Weingart

Mara Olekalns

This entry into the Encyclopedia of Peace Psychology provides an overview of the application of markov chain modelling to the analysis of communication patterns in negotiation

Psychological Aspects Of Negotiating Strategies And Processes, Mara Olekalns, Philip L. Smith

Mara Olekalns

This entry into the Encyclopedia of Peace Psychology proveis an overview of cognitive factors that shape negotiation processes

But Can I Trust Her? Gender And Expectancy Violations In Negotiation, Mara Olekalns, Carol Kulik, Dasha Simonov, Carolyn Bradshaw

Mara Olekalns

Women who negotiate incur social backlash, being perceived as more pushy and demanding than women who do not negotiate. In two experiments, we test the boundary conditions for this backlash effect. Using a simulated employment contract negotiation, we explore how the strategies that women use, who they negotiate with (E1) and the organizational context within which they negotiate (E2) affects one social outcome, women’s perceived trustworthiness. We compare the how men and women evaluate the use of a gender-congruent accommodating style or a a gender-incongruent, competing style (E1) in either an agentic or a communal organizational culture (E2). In both …

Turning Points In Negotiation, Daniel Druckman, Mara Olekalns

Mara Olekalns

This manuscript will appear as a "State of the Art" Commentary about turning points in negotiation

Contextual Primes, Trust And Negotiators’ Reactions To A Crisis, Daniel Druckman, Mara Olekalns

Mara Olekalns

Using a simulated bilateral negotiation over several security issues, we test the relationship between crises and turning points in negotiation. We explore how variations in the negotiation context influence negotiators’ reactions to an identical event – a crisis – during the negotiation. Negotiators were primed to focus on one of three features of the negotiating context (transaction costs, mutual dependence, shared identity) which we hypothesized would influence crisis-turning point relationship. In their roles as national representatives, negotiators in each condition were presented with a crisis and asked to decide whether to reach an immediate agreement, continue negotiating, or re-frame the …

Mindsets: Sensemaking And Transition In Negotiation, Mara Olekalns, Philip L. Smith

Mara Olekalns

A negotiation’s opening moments are characterized by high levels of uncertainty. During this phase, individuals screen each other’s behavior for clues about underlying goals and motives. Much of this information is conveyed implicitly by the language that negotiators use. The words they choose and the way they respond to the other party provide important clues about negotiators’ dominant goals and strategy preferences. At the same time, negotiators use incoming information to assess the other party’s intentions. In negotiation, this uncertainty resolves itself into questions about the other party’s trustworthiness. Because negotiations are characterized by a vulnerability to the actions of …

Interpretive Filters: Social Cognition And The Impact Of Turning Points In Negotiation, Dan Druckman, Mara Olekalns, Philip Smith

Mara Olekalns

A number of studies have shown that certain events that occur during a negotiation can alter its course. Referred to as "turning points," these events are precipitated by actions taken either outside or inside the talks that have consequences for outcomes. In this article, we report the results of two experiments designed to examine the impacts of two types of precipitating actions, external and internal. In the first experiment, which focused on external actions, we found that crises — as opposed to breakthroughs — produced more movement in negotiations in which parties viewed the social climate positively (high trust, low …

Mutually Dependent: Power, Trust, Affect And The Use Of Deception In Negotiation, Mara Olekalns, Philip Smith

Mara Olekalns

Using a simulated two-party negotiation, we examined how trustworthiness and power balance affected deception. To trigger deception, we used an issue that had no value for one of the two parties. We found that high cognitive trust increased deception whereas high affective trust decreased deception. Negotiators who expressed anxiety also used more deception whereas those who expressed optimism also used less deception. The nature of the negotiating relationship (mutuality and level of dependence) interacted with trust and negotiators’ affect to influence levels of deception. Deception was most likely to occur when negotiators reported low trust or expressed negative emotions in …

Sugar ‘N’ Spice And All Things Nice: Gender And Strategy Choices In Negotiation, Mara Olekalns, Carol Kulik

Mara Olekalns

In this chapter we examine how social stereotypes affect the perception of women who strive to improve their economic outcomes through negotiation. We discuss how gender affects negotiation process and outcomes by: (a) describing how men and women differ in their approach to negotiation (b) highlighting the social consequences for women who adopt a more competitive negotiation style; and (c) articulating the process by which counter-normative behaviour influences negotiation outcomes. Throughout this chapter, we describe the strategies that enable women to preserve ongoing organisational relationships and simultaneously improve their economic outcomes.

Competent And Likeable? Protecting And Promoting Women’S Likeability In Employment Negotiations, Mara Olekalns, Carol Kulik

Mara Olekalns

Professional women earn less than their male counterparts and this salary gap largely results from the ways men and women negotiate employment terms. We integrate the Stereotype Content Model and Expectancy Violation Theory to explain why traditional “best practice” negotiation behaviors benefit male negotiators but backfire for female negotiators. Gender counter-normative behaviors create negative expectancy violations for women, generating cognitive and emotional backlash from their negotiation partners. We use this theoretical integration to identify alternative strategies that female employees and their employers can use to avoid negative expectancy violations and ensure that women are not disadvantaged in workplace negotiations.

Emotion In Negotiation: Introduction To Special Issue, Mara Olekalns, Dan Druckman

Mara Olekalns

This paper is the introduction to a Special Issue of Group Decision and Negotiation, focusing on emotion in negotiation.

Emergent Negotiations: Stability And Shifts In Process Dynamics, Mara Olekalns, Laurie Weingart

Mara Olekalns

Negotiation is a dynamic process in which negotiators change their strategies in response to each other. We believe mutual adaptation is best conceptualized as an emergent process and is a critical determinant of negotiators’ abilities to identify mutually beneficial solutions. We argue that two factors drive the process of negotiation and influence the quality of agreements: alignment of negotiators’ strategies across individuals (strategy sequences) and with the negotiation-wide dynamic (phases) and congruence of negotiators’ goals.

Communication And Conflict, Mara Olekalns, Linda Putnam, Laurie Weingart

Mara Olekalns

Communication is central to the experience and management of conflict. It is through communication that people express their desires, realize differences, and attempt to resolve those differences. While there is a rich tradition of research on conflict in organizational settings, the focus on the role communication is more recent. In 1987, Putnam and Poole wrote one of the first reviews of this literature, noting that “communication constitutes the essence of conflict in that it undergirds the formation of opposing issues, frames perceptions of the felt conflict, translates emotions and perceptions into conflict behaviors, and sets the stage for future conflicts” …

The Relational Foundations Of Strategic Choice In Negotiation, Mara Olekalns, Philip Smith

Mara Olekalns

Representing negotiations as social exchanges highlights negotiators’ implicit obligations to honor exchanges and the risk that they will fail to do so. Based on their representation of the underlying relationship, negotiators are oriented to one of four relational risks (failures in reliability, predictability, benevolence or integrity). The salience of a specific relational risk shifts negotiators’ strategic focus and elicits a distinct strategic cluster (deterrence, co-ordination, obligation, collaboration) aimed at offsetting or neutralizing these relational risks.

Conflicting Social Motives In Negotiating Groups, Laurie Weingart, Jeanne Brett, Mara Olekalns, Philip Smith

Mara Olekalns

Negotiators’ social motives (cooperative versus individualistic) influence their strategic behaviors. This study used multi-level modeling and analyses of strategy sequences to test hypotheses regarding how negotiators’ social motives and the composition of the group influence group members’ negotiation strategies. Four-person groups negotiating a 5 issue mixed-motive decision making task were videotaped, transcribed, and coded. Group composition included two homogeneous conditions (all cooperators and all individualists) and three heterogeneous conditions (3 cooperators/1 individualist; 2 cooperators/2 individualists; 1 cooperator/3 individualists). Results showed that cooperative negotiators adjusted their use of integrative and distributive strategies in response to the social motive composition of the …

Resolving The Empty Core: Trust As A Determinant Of Outcomes In Three-Party Negotiations, Mara Olekalns, Feyona Lau, Philip Smith

Mara Olekalns

This research examined how trust affected resource allocation in a 3-party negotiation. Negotiators were presented with an empty core problem in which their theoretical share of resources exceeded the resources available for distribution. We tested which of three components of trust – reliability, predictability and empathy – predicted negotiators’ outcomes. We distinguished between absolute and relative trust. We found that relative trust was a more consistent predictor of individual outcomes than absolute trust and that the most trusted party in a network obtained the highest individual outcomes. This finding highlights the importance of social context in shaping trust judgements. The …

Loose With The Truth: Predicting Deception In Negotiation, Mara Olekalns, Philip Smith

Mara Olekalns

Using a simulated, two-party negotiation, we examined how characteristics of the actor, target, and situation affected deception. To trigger deception, we used an issue that had no value for one of the two parties (indifference issue). We found support for an opportunistic betrayal model of deception: deception increased when the other party was perceived as benevolent, trustworthy and as having integrity. Negotiators’ goals also affected the use of deception. Individualistic, cooperative and mixed dyads responded differently to information about the other party’s trustworthiness, benevolence and integrity when deciding to either misrepresent or leverage their indifference issue. Mixed dyads displayed opportunistic …

Markov Chain Analyses Of Communication Processes In Negotiation, Mara Olekalns, Philip Smith, Laurie Weingart

Mara Olekalns

Markov chain analysis provides a way to investigate how the communication processes in dyadic negotiations are affected by features of the negotiating context and how, in turn, differences in communication processes among dyads affect the quality of the final settlement. In Markov models, the communication process is represented as a sequence of transitions between states, which describes how tactics are used and how they are reciprocated during the course of a negotiation. This article provides an introduction to Markov chain analysis and shows, using simulated data, how Markov chain models may be analyzed using widely-available loglinear modeling software. Model selection, …

Markov Chain Analyses Of Communication Processes In Negotiation, Philip Smith, Mara Olekalns, Laurie Weingart

Mara Olekalns

Markov chain analysis provides a way to investigate how the communication processes in dyadic negotiations are affected by features of the negotiating context and how, in turn, differences in communication processes among dyads affect the quality of the final settlement. In Markov models, the communication process is represented as a sequence of transitions between states, which describes how tactics are used and how they are reciprocated during the course of a negotiation. This article provides an introduction to Markov chain analysis and shows, using simulated data, how Markov chain models may be analyzed using widely-available loglinear modeling software. Model selection, …

Moments In Time: Metacognition, Trust And Outcomes In Negotiation, Mara Olekalns, Philip Smith

Mara Olekalns

This research tested the relationships between turning points, cognitive and affective trust, and negotiation outcomes. After completing a simulated negotiation, participants identified turning points from videotape. Turning points were then classified as substantive (interest, offer), characterization (positive, negative), or procedural (positive, negative). Pre-negotiation affective trust predicted subsequent turning points whereas pre-negotiation cognitive trust did not, suggesting that different cues influence the two types of trust. Post-negotiation cognitive trust was increased by the occurrence of interest, positive characterization, and positive procedural turning points and decreased by negative characterization turning points. Affective trust was increased by positive procedural turning points. Finally, interest …