Open Access. Powered by Scholars. Published by Universities.®
- Publication
- Publication Type
Articles 1 - 2 of 2
Full-Text Articles in Business
Understanding The Importance Of Ambition In The Workplace, Jeff Bean
Understanding The Importance Of Ambition In The Workplace, Jeff Bean
Graduate Theses and Dissertations
Though a common term, ambition is a multifaceted concept that is vastly under researched despite it being labeled necessary for success in the workplace. Of even greater irony is that several sources indicate a significant majority of the reason that employees leave organizations is due to a perceived lack of career development or opportunity, a problem that speaks directly to talent management practices. In light the costly nature of this problem and the presence of sophisticated talent management professionals in large and medium-sized organizations which comprise half or more of the workforce, it causes one to question the assumptions that …
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 …