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Full-Text Articles in Business
Bargaining Zone Distortion In Negotiations: The Elusive Power Of Multiple Alternatives, Michael Schaerer, David D. Loschelder, Roderick I. Swaab
Bargaining Zone Distortion In Negotiations: The Elusive Power Of Multiple Alternatives, Michael Schaerer, David D. Loschelder, Roderick I. Swaab
Research Collection Lee Kong Chian School Of Business
We challenge the assumption that having multiple alternatives is always better than a single alternative by showing that negotiators who have additional alternatives ironically exhibit downward-biased perceptions of their own and their opponent’s reservation price, make lower demands, and achieve worse outcomes in distributive negotiations. Five studies demonstrate that the apparent benefits of multiple alternatives are elusive because multiple alternatives led to less ambitious first offers (Studies 1–2) and less profitable agreements (Study 3). This distributive disadvantage emerged because negotiators’ perception of the bargaining zone was more distorted when they had additional (less attractive) alternatives than when they only had …
The Too-Much Precision Effect: When And Why Precise Anchors Backfire With Experts, David D. Loschelder, Malte Friese, Michael Schaerer, Adam D. Galinsky
The Too-Much Precision Effect: When And Why Precise Anchors Backfire With Experts, David D. Loschelder, Malte Friese, Michael Schaerer, Adam D. Galinsky
Research Collection Lee Kong Chian School Of Business
Past research has suggested a fundamental principle of price precision: The more precise an opening price, the more it anchors counteroffers. The present research challenges this principle by demonstrating a too-much-precision effect. Five experiments (involving 1,320 experts and amateurs in real-estate, jewelry, car, and human-resources negotiations) showed that increasing the precision of an opening offer had positive linear effects for amateurs but inverted-U-shaped effects for experts. Anchor precision backfired because experts saw too much precision as reflecting a lack of competence. This negative effect held unless first movers gave rationales that boosted experts’ perception of their competence. Statistical mediation and …
An Approach-Avoidance Framework Of Workplace Aggression, D. Lance Ferris, Ming Yan, Vivien K. G. Lim, Yuanyi Chen, Shereen Fatimah
An Approach-Avoidance Framework Of Workplace Aggression, D. Lance Ferris, Ming Yan, Vivien K. G. Lim, Yuanyi Chen, Shereen Fatimah
Research Collection Lee Kong Chian School Of Business
The number of constructs developed to assess workplace aggression has flourished in recent years, leading to confusion over what meaningful differences exist (if any) between the constructs. We argue that one way to frame the field of workplace aggression is via approach–avoidance principles, with various workplace aggression constructs(e.g., abusive supervision, supervisor undermining, and workplace ostracism) differentially predicting specific approach or avoidance emotions and behaviors. Using two multi-wave field samples of employees, we demonstrate the utility of approach–avoidance principles in conceptualizing workplace aggression constructs, as well as the processes and boundary conditions through which they uniquely influence outcomes. Implications for the …
10 Things Managers Can Do To Survive Digital Disruption, Singapore Management University
10 Things Managers Can Do To Survive Digital Disruption, Singapore Management University
Perspectives@SMU
Don't be a sitting duck. Respond to changes in markets with practical strategies
Knowledge Cluster Development Through Connectivity: Examples From Southeast Asia, Hans-Dieter Evers, Thomas Menkhoff
Knowledge Cluster Development Through Connectivity: Examples From Southeast Asia, Hans-Dieter Evers, Thomas Menkhoff
Research Collection School Of Computing and Information Systems
Whereas since the 1990s national and regional planners saw the creation of knowledge clusters as a panacea for gaining a competitive advantage to propel a region or country into a higher stage of industrial development, recent research suggests that connectivity (e.g. through broadband penetration or joint research connections with collaborators elsewhere) is one of the enablers for socio-economic development. This paper will draw on the results of studies on knowledge clusters in Southeast Asian countries (Malaysia, Brunei, Singapore) as well as the relevant current literature to ask the question, whether knowledge clusters really contribute to regional development and if yes, …