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Articles 1 - 7 of 7
Full-Text Articles in Social Psychology
Imaginary Alternatives: The Impact Of Mental Simulation On Powerless Negotiators, Michael Schaerer, Martin Schweinsberg, Roderick I. Swaab
Imaginary Alternatives: The Impact Of Mental Simulation On Powerless Negotiators, Michael Schaerer, Martin Schweinsberg, Roderick I. Swaab
Research Collection Lee Kong Chian School Of Business
The present research demonstrates that negotiators can act powerfully without having power.Researchers and practitioners advise people to obtain strong alternatives prior to negotiating toenhance their power. However, alternatives are not always readily available, often forcingnegotiators to negotiate without much, or any, power. Building on research suggesting thatsubjective feelings of power and objective outcomes are disconnected and that mental simulationcan increase individuals’ aspirations, we hypothesized that the mental imagery of a strongalternative could provide similar psychological benefits to having an actual alternative. Ourstudies demonstrate that imagining strong alternatives causes individuals to negotiate moreambitiously and provides them with a distributive advantage: negotiators …
Understanding Emotions In The Workplace: A Critical Examination Of The Role Of Emotions In Justice And Negotiation, Annika Hillebrandt
Understanding Emotions In The Workplace: A Critical Examination Of The Role Of Emotions In Justice And Negotiation, Annika Hillebrandt
Theses and Dissertations (Comprehensive)
The central role of emotions in organizations, once underrecognized and underappreciated by organizational scholars, has attracted a great amount of research interest in recent years. Despite this important development, I argue that a number of critical questions have remained unaddressed, which limits our ability to predict the outcomes of emotions for individuals and organizations as well as describe employees’ subjective experiences at work. In this dissertation, I contribute to the understanding of the role of emotions in the workplace by identifying critical gaps in the emotions literature, integrating theories from different literatures to address these gaps, empirically comparing the interpersonal …
Does Consistency Pay? The Effects Of Information Sequence And Content On Women’S Negotiation Outcomes, Carol T. Kulik, Mara Olekalns, Emma T. Swain
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 …
Natural Born Peacemakers? Gender And The Resolution Of Conflict, Mara Olekalns
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 …
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 …
But Can I Trust Her? Gender And Expectancy Violations In Negotiation, Mara Olekalns, Carol Kulik, Dasha Simonov, Carolyn Bradshaw
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 …
Differences In Computer Mediated Versus Face To Face Negotiation, Melissa Oates
Differences In Computer Mediated Versus Face To Face Negotiation, Melissa Oates
Psychology and Child Development
Ninety Cal Poly students participated in a study to test the hypothesis that e-negotiators would be more likely than face-to-face (FTF) negotiators to employ unethical or competitive negotiation styles in a subsequent negotiation after being lied to in a previous negotiation. Sixty-four Cal Poly students were randomly assigned to partake in a computer mediated or FTF negotiation over the sale of a car. After the initial negotiation was completed, buyers in each condition were led to believe they had been lied to about the accident history of the car. Participants then completed The Incidents in Negotiation Questionnaire by Robinson, Lewicki, …