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Power And Negotiation: Review Of Current Evidence And Future Directions, Michael SCHAERER, Laurel TEO, Nikhil MADAN, Roderick I. SWAAB 2020 Singapore Management University

Power And Negotiation: Review Of Current Evidence And Future Directions, Michael Schaerer, Laurel Teo, Nikhil Madan, Roderick I. Swaab

Research Collection Lee Kong Chian School Of Business

This review synthesizes the impact of power on individual and joint negotiation performance. Although power generally has positive effects on negotiators’ individual performance (value claiming), recent work suggests that more power is not always beneficial. Taking a dyadic perspective, we also find mixed evidence for how power affects joint performance (value creation); some studies show that equal-power dyads create more value than unequal-power dyads, but others find the opposite. We identify the source of power, power distribution, and competitiveness as critical moderators of this relationship. Finally, we suggest that future research should move beyond studying alternatives in dyadic deal-making, identify ...


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

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

Mara Olekalns

The story by now is familiar:  Women are reluctant to initiate negotiations in the workplace. When women do negotiate, they ask for too little, they are too willing to accept early offers, andthey are too quick to accommodate. As a result, women are repeatedly disadvantaged in salary, developmental opportunities, and other resources that they need for successful careers.  In this chapter, we consider whether women-focused negotiation training might offer a gendered solution to the gendered problems that women face in workplace negotiations.  Historically, negotiation training has focused on best practices that are treated as gender-blind.  In contrast, women-focused negotiation training ...


The Impact Of Suspect Descriptions In University Crime Reports On Racial Bias, Naomi M. Fa-Kaji, Shannon K. Cheng, Mikki R. Hebl 2019 Stanford University

The Impact Of Suspect Descriptions In University Crime Reports On Racial Bias, Naomi M. Fa-Kaji, Shannon K. Cheng, Mikki R. Hebl

Personnel Assessment and Decisions

Crime reports often include suspect descriptions to alert community members and aid in police investigations. However, vague descriptions of suspects with racial identifiers can potentially do more harm than good. We first conducted an archival study to examine the frequency of reporting suspect race, as well as the relationship between the inclusion of race and the likelihood that the suspect was caught. Then we conducted an experimental study to examine how reporting race may affect overt and subtle racial attitudes. We found no significant relationship between the racial identification of a suspect and the likelihood that the suspect was caught ...


Disability, Gender And Race: Does Educational Attainment Reduce Earning Disparity For All Or Just Some?, David C. Baldridge, Mukta Kulkarni, Beatrix Eugster, Richard Dirmyer 2019 Oregon State University

Disability, Gender And Race: Does Educational Attainment Reduce Earning Disparity For All Or Just Some?, David C. Baldridge, Mukta Kulkarni, Beatrix Eugster, Richard Dirmyer

Personnel Assessment and Decisions

Although interest in research on persons with disabilities has grown steadily, these individuals continue to encounter workplace discrimination and remain marginalized and understudied. We draw on human capital and discrimination theories to propose and test hypotheses on the effects of educational attainment on earnings (in)equality for persons with disabilities and the moderating influence of gender and race using 885,950 records, including 40,438 persons with disabilities from the American Community Survey 2015 (United States Census Bureau, 2015). Consistent with human capital theory, we find that persons with disabilities benefit from greater educational attainment, yet consistent with disability discrimination ...


Examining Why And For Whom Reflection Diversity Training Works, Alex P. Lindsey, Eden King, Brittney Amber, Isaac Sabat, Afra S. Ahmad 2019 University of Memphis

Examining Why And For Whom Reflection Diversity Training Works, Alex P. Lindsey, Eden King, Brittney Amber, Isaac Sabat, Afra S. Ahmad

Personnel Assessment and Decisions

This research introduces a novel approach to diversity training by theoretically developing and empirically testing a model that considers a new training exercise aimed at improving proximal and distal pro-diversity outcomes. This new training exercise, reflection, is proposed to be effective at increasing pro-diversity attitudes and behaviors due to the promotion of one's internal motivations to respond without prejudice. Further, we test a critical trainee characteristic, social dominance orientation (SDO), as a boundary condition of our proposed effects. Results from an online experiment with two time points indicate that reflection can be an effective diversity training exercise and leads ...


Framing Matters: The Influence Of Group-Image Threat On Reactions To Affirmative Action Policies, Kisha S. Jones, Anuradha Anantharaman, Anjali Bhatt 2019 Pennsylvania State University

Framing Matters: The Influence Of Group-Image Threat On Reactions To Affirmative Action Policies, Kisha S. Jones, Anuradha Anantharaman, Anjali Bhatt

Personnel Assessment and Decisions

Affirmative action (AA) attempts to rectify the institutional effects of prior employment discrimination toward minority groups. Although AA has played a large role in increasing workplace diversity, organizations may vary in their perspectives towards diversity itself, ranging from a sole focus on increasing diversity to appreciating the value diversity may add. Support for AA has been considered as a form of White identity management (Knowles, Lowery, Chow, & Unzueta, 2014) and is impacted by the extent to which White people experience group-image threat to their racial identity. Our findings suggest that the level of group-image threat experienced by White people impacts ...


Motivations To Control Prejudice Bias Performance Feedback In Developmental Relationships, C. Malik Boykin, Christine R. Smith 2019 Brown University

Motivations To Control Prejudice Bias Performance Feedback In Developmental Relationships, C. Malik Boykin, Christine R. Smith

Personnel Assessment and Decisions

In developmental relationships, providing accurate assessments of performance is necessary to maximize the developmental benefits for those receiving the feedback. Research suggests that performance assessments for underrepresented minorities are susceptible to biases related to out-group prejudice; however, little is known about the contributions of motivations to control prejudice, particularly in face-to-face settings. Addressing this, we examined the influences of internal and external motivations to control prejudice (IMS and EMS) on the positivity of White mentor’s feedback about their underrepresented minority mentee’s task performance. We analyzed video-recorded interactions between 56 randomly assigned cross-racial dyads, wherein mentees performed a speech ...


The Effects Of Perspective Taking Implementing Intentions On Employee Evaluations And Hostile Sexism, Saaid A. Mendoza, Jeanine L. M. Skorinko, Sarah A. Martin, Lauren E. Martone 2019 Providence College

The Effects Of Perspective Taking Implementing Intentions On Employee Evaluations And Hostile Sexism, Saaid A. Mendoza, Jeanine L. M. Skorinko, Sarah A. Martin, Lauren E. Martone

Personnel Assessment and Decisions

The current research examined whether gender bias in the workplace could be reduced through perspective taking implementation intentions, which are if–then statements that specify how to accomplish goals (Gollwitzer, 1999). Amazon MTurk participants (N = 180, 53% male) learned they would complete a two-step performance review for a consulting company. Prior to receiving a male or female employee’s record, all participants were given a goal strategy to be fair in their review, with half also receiving an if–then strategy that encouraged perspective taking. Participants rated the employee on three work related dimensions (skillset, performance, and traits), provided an ...


Helping Or Hurting?: Understanding Women’S Perceptions Of Male Allies, Shannon K. Cheng, Linnea C. Ng, Allison M. Traylor, Eden B. King 2019 Rice University

Helping Or Hurting?: Understanding Women’S Perceptions Of Male Allies, Shannon K. Cheng, Linnea C. Ng, Allison M. Traylor, Eden B. King

Personnel Assessment and Decisions

In the past decade, organizational scholars have begun to explore the role of allies in mitigating workplace discrimination toward women and members of minority groups. However, this nascent literature has, to this point, failed to consider the perspective of targets of ally behavior. That is, we do not yet know how targets of discrimination experience others’ intervention or advocacy. To begin to understand these issues, we examine target perceptions of allyship through a qualitative critical incident approach, asking women to describe experiences in which a man has effectively and ineffectively acted as an ally to them in the workplace. Our ...


Reducing Interpersonal Discrimination For Pregnant Job Applicants Seeking Professional Jobs, Sarah Singletary Walker, Whitney Botsford Morgan 2019 Creighton University

Reducing Interpersonal Discrimination For Pregnant Job Applicants Seeking Professional Jobs, Sarah Singletary Walker, Whitney Botsford Morgan

Personnel Assessment and Decisions

This study seeks to extend previous research on the experiences of pregnant job applicants from retail settings (see Botsford Morgan, Walker, Hebl, & King, 2013) to entry-level professional jobs. The current research utilized a 2 (expectant status: not pregnant, pregnant) x 4 (counterstereotypic information: control, competence, commitment, flexibility) betweensubjects factorial design to empirically test the relative efficacy of real, practical interventions designed to reduce the interpersonal discrimination (enhanced negativity and reduced positivity) that pregnant women may encounter when applying for entry-level professional jobs. Results reveal that pregnant job applicants experience more positive interactions when presenting information about their competence than when ...


A Review Of Compensatory Strategies To Mitigate Bias, Oscar Holmes IV, Gabrielle Lopiano, Erika V. Hall 2019 Rutgers University - Camden

A Review Of Compensatory Strategies To Mitigate Bias, Oscar Holmes Iv, Gabrielle Lopiano, Erika V. Hall

Personnel Assessment and Decisions

Experiences of bias and discrimination remain pernicious obstacles for many individuals. Both micro- and macro-level interventions are necessary to eliminate and/or mitigate these negative experiences. This review focuses on micro-level interventions, specifically, five types of compensatory strategies that targets can use to eliminate and/or mitigate the bias and discrimination they experience. In this manuscript, we synthesize the research on humor, avoidance, affiliation, enhancement, and social category label switching strategies; describe identities with which the strategies could be used; and highlight strengths and weaknesses of each of the strategies. Finally, we propose actionable directions for future research for each ...


To Look Or Not To Look: Acknowledging Facial Stigmas In The Interview To Reduce Discrimination, Juan M. Madera, Mikki Hebl 2019 University of Houston

To Look Or Not To Look: Acknowledging Facial Stigmas In The Interview To Reduce Discrimination, Juan M. Madera, Mikki Hebl

Personnel Assessment and Decisions

As the use of technology-mediated interviews (e.g., Skype) is becoming a standard method to interview applicants, it is important to understand how discrimination can still manifest in these types of interviews. Because technology-mediated interviews focus on applicants’ faces, discrimination based on facial stigmas can be particularly inevitable. Thus, the purpose of the current study is to examine how a facial stigma affects visual attention during a technology-mediated interview and acknowledgment as a remediation strategy that individuals might use to reduce the amount of visual attention on a facial stigma. We used a 2 (acknowledge: yes or no) x 2 ...


“Say It Loud, I’M Black And Proud:” The Effectiveness Of Racial Acknowledgments At Work, Enrica N. Ruggs, Sarah Singletary Walker, Abby Corrington, Christine L. Nittrouer 2019 University of Memphis

“Say It Loud, I’M Black And Proud:” The Effectiveness Of Racial Acknowledgments At Work, Enrica N. Ruggs, Sarah Singletary Walker, Abby Corrington, Christine L. Nittrouer

Personnel Assessment and Decisions

Research underscores engagement in identity management strategies as an effective way to reduce workplace discrimination, particularly subtle forms of discrimination. The aim of the current study is to examine the use and effectiveness of different methods of the specific identity management strategy of acknowledging race as a way to reduce workplace discrimination and lead to other positive outcomes for Black individuals. A sample of Black and White individuals with professional work experience participated in an online vignettebased survey. Participants read four short vignettes involving race in the workplace and responded to a series of questions assessing usage of various acknowledgment ...


Special Issue On Reducing Discrimination In The Workplace: An Introduction, Mikki Hebl, Juan M. Madera, Whitney Botsford Morgan 2019 Rice University

Special Issue On Reducing Discrimination In The Workplace: An Introduction, Mikki Hebl, Juan M. Madera, Whitney Botsford Morgan

Personnel Assessment and Decisions

No abstract provided.


Summary: Antitrust In Labor Markets, Herbert Hovenkamp 2019 Penn Law

Summary: Antitrust In Labor Markets, Herbert Hovenkamp

Wharton PPI B-School for Public Policy Seminar Summaries

Today, unlike in years past, labor is much more likely to be viewed as the victim and not the perpetrator of an antitrust violation, and there is increasing recognition that firm behavior can negatively affect wages, restrict worker mobility, and otherwise harm the interests of workers. Pretty much all the labor-related antitrust litigation of the last 20 years has involved problematic agreements or arrangements among employers, from which labor deserves protection.


Understanding The Consequences Of Newcomer Proactive Behaviors: The Moderating Contextual Role Of Servant Leadership, Talya N. Bauer, Serge Perrot, Robert C. Liden, Berrin Erdogan 2019 Portland State University

Understanding The Consequences Of Newcomer Proactive Behaviors: The Moderating Contextual Role Of Servant Leadership, Talya N. Bauer, Serge Perrot, Robert C. Liden, Berrin Erdogan

Talya N. Bauer

Proactive newcomers are more successful in terms of integration and job satisfaction, than newcomers who are less proactive. However, it is unclear whether contextual factors, such as the leadership style experienced by newcomers, matter. To address this gap in the literature, we gathered data at three times from 247 new employees across their first six months after joining a company in France. Given that past research has found that newcomers play an active role in their own adjustment process, in the current study we investigate how newcomer proactive behaviors relate to the key outcomes of job satisfaction, person-job fit, and ...


Sexual Harassment, Justice Perceptions, And Social Identity: Cognition And Group Dynamics, Devon Marrott 2019 California State University, San Bernardino

Sexual Harassment, Justice Perceptions, And Social Identity: Cognition And Group Dynamics, Devon Marrott

Electronic Theses, Projects, and Dissertations

The primary purpose of this study was to observe the dynamics between sexual harassment (SH), social identity theory, and justice perceptions. Furthermore, participants’ past experience with SH may have created conspiracy mentalities to explain outgroup members (e.g., males) behavior towards women. From a social identity perspective, women who strongly identify with being female should be more prone to view lower justice perceptions when a male investigator denies an SH claim, but equally high levels of justice perceptions when male or female investigators confirm SH and when a female investigator denies SH. Four scenarios were created where female participants (N ...


It's Lonely At The Bottom (Too): The Effects Of Experienced Powerlessness On Social Closeness And Disengagement, Trevor A. FOULK, Irene E. DE PATER, Michael SCHAERER, Christilene Du PLESSIS, Randy LEE, Amir EREZ 2019 Singapore Management University

It's Lonely At The Bottom (Too): The Effects Of Experienced Powerlessness On Social Closeness And Disengagement, Trevor A. Foulk, Irene E. De Pater, Michael Schaerer, Christilene Du Plessis, Randy Lee, Amir Erez

Research Collection Lee Kong Chian School Of Business

Although powerlessness is a pervasive experience for employees, prior social power research has predominantly focused on consequences of powerfulness. This has led to contradictory predictions for how experienced powerlessness influences employees’ social perceptions and behaviors. To resolve this theoretical tension, we build on Social Distance Theory (Magee & Smith, 2013) to develop a theoretical model suggesting that experienced powerlessness reduces social closeness and subsequently causes social disengagement behaviors both at work (reduced helping, increased interaction avoidance) and at home (increased withdrawal). Our model also elucidates the processes that cause powerlessness to reduce social closeness, demonstrating that employees’ affiliation motive and their ...


Introducing The Workplace Well-Being Program Implementation Model: A Model To Inform The Establishment Of Organizational Well-Being Programs, Emily Santos 2019 University of Pennsylvania

Introducing The Workplace Well-Being Program Implementation Model: A Model To Inform The Establishment Of Organizational Well-Being Programs, Emily Santos

Master of Applied Positive Psychology (MAPP) Capstone Projects

Employee stress and disengagement are of increasing concern in workplaces due to the adverse consequences of such employee states on business performance and employee quality of life. Conventional wellness strategies in organizations may help alleviate some work-related distress, but do little to enhance employee well-being towards flourishing. Workplaces have a unique opportunity to improve the well-being of their employees and can, as a result, reap benefits beyond health care cost avoidance. Positive psychology and affiliated disciplines (e.g. positive organizational behavior and positive organizational scholarship) can offer research-backed strategies to enhance well-being by ‘growing the good’ and capitalizing on strengths ...


The Development And Validation Of An Ideal Point Measure Of Work Engagement, Michael M. DeNunzio 2019 The Graduate Center, City University of New York

The Development And Validation Of An Ideal Point Measure Of Work Engagement, Michael M. Denunzio

All Dissertations, Theses, and Capstone Projects

Work engagement has been an extremely popular area of research and practice over the past two decades. However, organizational scholars have yet to thoughtfully consider alternative and potentially more appropriate ways of modeling how individuals report their work engagement and, relatedly, measuring the construct. This dissertation seeks to establish and support the position that (1) individuals use an ideal point (vs. dominance) process to identify how engaged they are and respond to work engagement items, and (2) an ideal point framework can be used to develop a construct valid work engagement scale with good psychometric properties. Since no such scale ...


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