Business Commons^™

The Effects Of An Auditor's Communication Mode And Professional Tone On Client Responses To Audit Inquiries, Aaron Saiewitz, Thomas Kida

Accounting Faculty Publications

In this study, we investigate whether receiving an auditor inquiry via e-mail differentially affects client responses as compared to more traditional modes of inquiry, and whether those responses are affected by the auditor's professional tone. In an experiment, experienced business professionals respond to an auditor's information request regarding a potential accounting adjustment. We varied the communication mode of the request (e-mail, audio, or visual) and the professional tone of the communication (more versus less professional) and then measured the extent to which participants revealed information that either supported or did not support the client's accounting position. We find that if …

Building Negotiation Capital, Michael Benoliel

Asian Management Insights

Today, unlike the marketing or supply chain tasks, the negotiation task remains unstructured, sporadic, often improvised, and rarely analysed critically in the post-deal stage.

Organizational Conflict Navigation: Building A Comprehensive Conflict Management Course, Beth Polin

EKU Faculty and Staff Scholarship

Conflict situations are unfortunately a naturally occurring phenomenon in the workplace. Whether it is an employee not voicing concerns because of fear of retaliation, team members not trusting one another, or companies negotiating terms of an agreement, conflict situations are ubiquitous. Because no organization is immune to conflict, employees must enter the workplace equipped with the knowledge, skills, and abilities (KSAs) to appropriately navigate such situations. Companies recognize this need and call for graduates to possess this unique set of soft skills (e.g. Buhl, nd), as much efficiency can be lost when employees are focused on conflict and not its …

What Are The Determinants Of Interpersonal Trust In Dyadic Negotiations? Meta-Analytic Evidence And Implications For Future Research, Serena Changhong Lu, Dejun Tony Kong, Donald Lee Ferrin, Kurt T. Dirks

Research Collection Lee Kong Chian School Of Business

Given the practical importance of interpersonal trust in dyadic negotiations, scholars have increasingly turned their attention to the study of determinants of trust in negotiations. However, research in this area has not been well connected or integrated, which limits the ability of scholars and practitioners to ascertain the state of current scientific knowledge and identify questions for future research. Based on attribution theory and social exchange theory, we present a conceptual framework for understanding how a variety of factors combine to influence the development of interpersonal trust in dyadic negotiations. Then, to verify the conceptual framework, we identified and meta-analysed …

Market Information And The Elite Law Firm, Elisabeth De Fontenay

Faculty Scholarship

As a subcategory of contract negotiations, corporate transactions present information problems that have not been fully analyzed. In particular, the literature does not address the possibility that parties may simply be unaware of value-increasing transaction terms or their outside option. Such unawareness can arise even for transactions that attract many competing parties, if the bargaining process is such that (1) the price terms are negotiated and fixed prior to the non-price terms, contrary to the standard assumption; and (2) some of the non-price terms remain private for some period of time.

A simple bargaining model shows that, when such unawareness …

Graphic Novels: A Brief History, Their Use In Business Education, And The Potential For Negotiation Pedagogy, Mallory Wallace

Department of Management: Faculty Publications

Over an extensive history, graphic novels have developed into a legitimate form of fiction and nonfiction for readers and students. Use of graphic novels in classrooms has proven effective in facilitating learning for students, as a conduit for lifelong reading, a tool for increased comprehension and critical literacy, and a stimulus for interest and comprehension. In applying this to teaching negotiation and conflict management, graphic novels may be effective in engaging students and increasing understanding when terms and concepts are confusing or vague, especially in their differences, and can help students understand the process and outcome of negotiation, both objective …