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Articles 1 - 4 of 4
Full-Text Articles in Social and Behavioral Sciences
The Four Horsemen Of Negotiator Power, Michael Schaerer, Adam D. Galinsky, Joe Magee
The Four Horsemen Of Negotiator Power, Michael Schaerer, Adam D. Galinsky, Joe Magee
Research Collection Lee Kong Chian School Of Business
Scholarly research generally finds that democratic governments are more likely to respect human rights than other types of regimes. Different human rights practices among long-standing and affluent democracies therefore present a puzzle. Drawing from democratic theory and comparative institutional studies, we argue more inclusive or "popular" democracies should enforce human rights better than more exclusive or "elite" democracies, even in the face of security threats from armed conflict. Instead of relying on the Freedom House or Polity indexes to distinguish levels of democracy, we adopt a more focused approach to measuring structures of inclusion, the Institutional Democracy Index (IDI), which …
The Four Horsemen Of Power At The Bargaining Table, Adam D. Galinsky, Michael Schaerer, Joe C. Magee
The Four Horsemen Of Power At The Bargaining Table, Adam D. Galinsky, Michael Schaerer, Joe C. Magee
Research Collection Lee Kong Chian School Of Business
This paper aims to identify and discuss four major sources of power in negotiations. Findings: The four sources of power are alternatives, information, status and social capital. Each of these sources of power can enhance a negotiator’s likelihood of obtaining their ideal outcome because power allows negotiators to be more confident and proactive, and it shields them from the bargaining tactics of their opponents. Practical implications: The paper discusses how negotiators can utilize each source of power to improve their negotiation outcomes. Originality/value: The paper provides a parsimonious definition of power in negotiations, identifies the four major sources of negotiator …
Stefano Harney: In Conversation With The Co-Author Of The Undercommons’ With Michael Schapira And Jesse Montgomery, Michael Schapira, Jesse Montgomery Montgomery, Stephen Matthias Harney
Stefano Harney: In Conversation With The Co-Author Of The Undercommons’ With Michael Schapira And Jesse Montgomery, Michael Schapira, Jesse Montgomery Montgomery, Stephen Matthias Harney
Research Collection Lee Kong Chian School Of Business
‘In Conversation with the Co-author of The Undercommons’ with Michael Schapira and Jesse Montgomery, Full-Stop Quarterly, May 2017 http://www.full-stop.net/quarterly/
Employee Perceptions Of Organisational Legitimacy As Impersonal Bases Of Organisational Trustworthiness And Trust, Kai Lamertz, Devasheesh P. Bhave
Employee Perceptions Of Organisational Legitimacy As Impersonal Bases Of Organisational Trustworthiness And Trust, Kai Lamertz, Devasheesh P. Bhave
Research Collection Lee Kong Chian School Of Business
Prior research has amply demonstrated that employees’ personal relationship with the organisation influences their trust in it. In this two-study investigation, we examine how employees’ beliefs about the organisation’s legitimacy relate to their organisational trust because legitimacy signals organisational trustworthiness in the impersonal system of the institutional environment. Results from Study 1, which drew on data from one organisation, reveal that employees’ legitimacy beliefs are related to their organisational trust. Furthermore, results from Study 2, which are based on data from five organisations, reveal that employees’ judgment of the organisation’s trustworthiness mediates the relationship between legitimacy beliefs and organisational trust. …