Open Access. Powered by Scholars. Published by Universities.®
Social and Behavioral Sciences Commons™
Open Access. Powered by Scholars. Published by Universities.®
Articles 1 - 2 of 2
Full-Text Articles in Social and Behavioral Sciences
Reward Structures And Negotiation Strategies: The Use Of Deception In Negotiation, Jermaine Pin Xiu Lim
Reward Structures And Negotiation Strategies: The Use Of Deception In Negotiation, Jermaine Pin Xiu Lim
Dissertations and Theses Collection (Open Access)
This present study investigated the effect of outcome interdependence on different types of deceptions – mutually beneficial and self-interested deception, in a negotiation context. 150 SMU students were recruited to engage in a negotiation task and were randomly assigned to either a high outcome interdependence condition where the monetary reward was awarded based on the points scored by the dyad or a low outcome interdependence condition where the monetary reward was awarded based on the points scored by the individual. The results showed that in a self-rated scale, dyads in the low outcome interdependence condition rated themselves to have engaged …
Who Am I Faced With?: The Influence Of Gender-Professional Identity Integration (G-Pii) And Sex Of Opposing Negotiator On Female Businesspersons’ Negotiations, Yi Wen Tan
Dissertations and Theses Collection (Open Access)
Previous research examining sex differences in negotiation revealed conflicting evidence for its presence. This could be due to the lack of consideration of having a business identity on top of having a gender identity. This suggests the importance of examining how female businesspersons integrate their female and business identities using the construct of gender-professional identity integration (G-PII). The purpose of Study 1 was to develop a measure for G-PII by adapting and validating from existing items from past bicultural identity integration research. A 15-item measure with two factors (distance and conflict) emerged. Study 2 investigated how the sex of the …