Business Commons^™

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

Mara Olekalns

Power Dependence And Power Paradoxes In Bargaining, Samuel B. Bacharach, Edward J. Lawler

Edward J Lawler

[Excerpt] What this article (and our larger program of work) is designed to demonstrate is that these very simple ideas represent a particularly suitable starting point for understanding the power struggle between parties who regularly engage in negotiation. Specifically, in this article we show that the approach contains certain paradoxes regarding the acquisition and use of power in an ongoing bargaining relationship. The dependence framework treats the ongoing relationship as a power struggle in which each party tries to maneuver itself into a favorable power position.

Affect, Emotion And Emotion Regulation In The Workplace: Feelings And Attitudinal Restructuring, Michele Williams

Michele Williams

[Excerpt] Almost 40 years after publishing A Behavioral Theory of Labor Negotiations in 1965, the fields of negotiations and organizational behavior experienced an “affective revolution” (Barsade, Brief and Spataro 2003). Although Walton and McKersie could not have predicted the widespread academic and public interest in emotion and emotional intelligence, they foreshadowed this affect-laden direction in the section of their book on attitudinal structuring, which identified the dimension of friendliness-hostility as a critical aspect of the relationship between negotiating parties in the workplace and other settings.

The Influence Of Mindful Attention On Value Claiming In Distributive Negotiations: Evidence From Four Laboratory Experiments, Jochen Reb, Jayanth Narayanan

Jochen Reb

We examined the effect of mindful attention on negotiation outcomes in distributive negotiations across four experiments. In Studies 1 and 2, participants who performed a short mindful attention exercise prior to the negotiation claimed a larger share of the bargaining zone than the control condition participants they negotiated with. Study 3 replicated this finding using a different manipulation of mindful attention. Study 4 again replicated this result and also found that mindful negotiators were more satisfied with both the outcome and the process of the negotiation. We discuss theoretical and practical implications, limitations, and future directions.

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 …

Sweet Little Lies: Social Context And The Use Of Deception In Negotiation, Mara Olekalns, Carol T. Kulik, Lin Chew

Mara Olekalns

Social context shapes negotiators’ actions, including their willingness to act unethically. In this research, we test how three dimensions of social context – dyadic gender composition, negotiation strategy, and trust – interact to influence one micro-ethical decision, the use of deception, in a simulated negotiation. To create an opportunity for deception, we incorporated an indifference issue – an issue that had no value for one of the two parties – into the negotiation. Deception about this issue was least likely to be affected by trust or negotiation strategy in all-male dyads, suggesting that dyads with at least one female negotiator …

Union-Free Bargaining Strategies And First Contract Failures, Richard W. Hurd

Richard W Hurd

[Excerpt] The objective of this paper is to investigate what happens during first contract negotiations, especially the unproductive ones that do not result in an agreement. Complete files were reviewed of 54 first contract cases collected by the AFL-CIO Industrial Union Department in 1993. Nineteen of these cases were updated during 1995 with follow-up interviews. Interpretation of the case studies was facilitated by a detailed analysis of 195 responses to a 1994 first contract survey conducted by the AFL-CIO Task Force on Labor Law. The original research was supplemented with a review of recent NLRB decisions on surface bargaining and …

The Influence Of Past Negotiations On Negotiation Counterpart Preferences, Jochen Reb

Jochen Reb

Choosing the right counterpart can have a significant impact on negotiation success. Unfortunately, little research has studied such negotiation counterpart decisions. Three studies examined the influence of past negotiations on preferences to negotiate again with a counterpart. Study 1 found that the more favorable a past negotiated agreement the stronger the preference to negotiate with the counterpart in the future. Moreover, this relation was mediated through liking of the counterpart. Study 2 manipulated the difficulty of achieving a favorable agreement in the negotiation and found a significant effect of this situational factor such that subsequent counterpart preferences were less favorable …

Conceptual Foundations: Walton And Mckersie's Subprocesses Of Negotiations, Thomas A. Kochan, David B. Lipsky

David B Lipsky

[Excerpt] Walton and McKersie's 1965 book, A Behavioral Theory of Labor Negotiations, provides much of the conceptual underpinnings of what grew into the modern-day teaching of negotiations in business, public policy, law, and other professional schools. We therefore believe that it is useful to outline the basic concepts and ideas introduced by these authors. We do so, however, with a word of caution. There is no substitute for the original. Every student should have the pleasure of struggling (as we did the first time it was assigned to us as students) with the tongue twisters like "attitudinal structuring" and the …

Punctuated Negotiations: Transitions, Interruptions, And Turning Points, Daniel Druckman, Mara Olekalns

Mara Olekalns

Negotiation is a dynamic process. Outcomes develop from patterned exchanges between negotiating parties and their constituencies. The guiding question for analysts is to explain the relationship between the exchanges or processes and outcomes. The explanation may be found in the decisions made by negotiators and their teams inside and outside the talks. These decisions include concessions, reciprocated concessions, new concepts (re-framing), changed procedures for conducting the talks, changed evaluations of alternatives, policy changes, and external events. These changes are often manifest in the negotiating process as transitions from one stage to another. Of particular interest are the questions: Which changes …

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 …

Institutions And Activism: Crisis And Opportunity For A German Labor Movement In Decline, Lowell Turner

Lowell Turner

In recent decades, German unions have rested on their institutional laurels even as the ground has slipped away. This article analyzes two recent innovative campaigns based on grassroots mobilization that, the author argues, offer possibilities for renewed union strength. A breakthrough campaign against a militantly anti-union firm in the retail industry demonstrates the potential for a German brand of social movement unionism. The story line and institution-building strategy of this campaign fall entirely outside the framework of traditional German industrial relations. A second, very different campaign, from deep inside that traditional framework, has mobilized union members in Nordrhein-Westfalen (IG Metall’s …

The Power Process And Emotion, Edward J. Lawler

Edward J Lawler

[Excerpt] Power is a crucial phenomenon in organizations, both pervasive and somewhat elusive. The study of power in organizations has a long tradition (Crozier 1964), yet the literature on power is fragmented and has been a central focus only intermittently over time. Fundamental assumptions about the role of power vary widely. On the one hand, power can be construed broadly as a negative and divisive force in relations, groups, and organizations. It enables those having power to exert influence over or command the compliance of others through coercion, force, and threats. This is the punitive, manipulative face of power (Deutsch …

Negotiator Resilience.Docx, Brianna B. Caza, Mara Olekalns

Mara Olekalns

Negotiating The Gender Divide: Lessons From The Negotiation And Organizational Behavior Literatures, Carol Kulik, Mara Olekalns

Mara Olekalns

Employment relationships are increasingly personalized, with more employment conditions open to negotiation. Although the intended goal of this personalization is a better and more satisfying employment relationship, personalization may systematically disadvantage members of some demographic groups. This disadvantage is evident for women, who routinely negotiate less desirable employment terms than men. This gender-based gap in outcomes is frequently attributed to differences in the ways that men and women negotiate. We review the negotiation research demonstrating that women are systematically disadvantaged in negotiations and the organizational behavior research examining the backlash experienced by agentic women. We use the Stereotype Content Model …

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 …

Negotiations And Trust, Mara Olekalns, Philip L. Smith

Mara Olekalns

This forthcoming entry in the Encyclopaedia of Peace Psychology provides an overview of trust in negotiation

Markov Chain Models Of Negotiators’ Communication, Mara Olekalns, Philip L. Smith, Laurie R. Weingart

Mara Olekalns

This entry into the Encyclopedia of Peace Psychology provides an overview of the application of markov chain modelling to the analysis of communication patterns in negotiation

Research And Development Project Valuation And Licensing Negotiations At Phytopharm Plc, Pascale Crama, Bert De Reyck, Zeger Degraeve, Wang Chong

Zeger Degraeve

We describe a research and development project-valuation model developed for Phytopharm plc, a pharmaceutical development and functional food company based in Cambridgeshire, United Kingdom. Phytopharm uses the model to value the projects in its research and development portfolio, and in licensing negotiations with potential product development and marketing partners. We include different valuation methods, including net present value, decision analysis, and Monte Carlo simulation. We also consider the technological risks of product development, as well as the uncertainty of commercial success. In addition to determining a value for a product in development, the model proposes appropriate licensing contract structures. A …

Institutionalization And Negotiations In Organizations, Pamela S. Tolbert, Jeffrey B. Arthur

Pamela S Tolbert

Most research on organizational negotiations has concentrated on factors that affect negotiating outcomes, given some predefined problem or issue. In contrast, this paper focuses on the institutionalization of negotiations, or the process through which social definitions of negotiating issues, procedures and outcomes emerge and are accepted by participants as legitimate boundaries of negotiation. A two-stage model of the institutionalization process is proposed and a number of factors affecting the process at different stages are discussed. Historical and contemporary evidence from labor relations in the U.S. steel industry is used to illustrate these arguments. The implications of institutionalization for further research …

Service-Learning And Negotiation: Engaging Students In Real-World Projects That Make A Difference, Amy Kenworthy-U'Ren

Amy L. Kenworthy

In recent years, the normative approach to teaching negotiation (i.e., using a combination of lectures, case discussions, and simulation exercises) has been under scrutiny. Calls for change stem from the need to increase the "real-world" applicability of our courses. The author presents service-learning as a potential pedagogical solution. In doing so, she addresses the fit between service-learning and recent calls for change in teaching negotiation; discusses issues related to student learning, course design, and faculty member involvement; and provides sample reflections from past service-learning negotiation students.

Service-Learning And Negotiation: An Educational "Win-Win", Amy L. Kenworthy

Amy L. Kenworthy

Negotiation is one of the most popular elective business courses offered across tertiary educational programs today. Yet, in many undergraduate and graduate programs, the "practice" of negotiation takes place solely through role-plays and simulations. The purpose of this article is to provide a "how to" template for negotiation instructors who are interested in extending their students’ experiences beyond the sole use of in-class role-plays and simulations into the real world. The project described in this article is a semester-long, undergraduate service-learning group consulting project that has been used and refined over an 8-year period.

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 …

Turning Points In Negotiation, Daniel Druckman, Mara Olekalns

Mara Olekalns

This manuscript will appear as a "State of the Art" Commentary about turning points in negotiation

Collective Bargaining In The Era Of Grocery Industry Restructuring, Richard W. Hurd

Richard W Hurd

[Excerpt] As UFCW international and local leaders know from first hand experience, there have been dramatic changes in the retail grocery industry over the past 15 years. Of most direct relevance to the collective bargaining environment, the absolute size of key corporations has increased and economic power in the industry has become more concentrated. Influenced by the spread of Wal-Mart's grocery operations, established companies like Kroger, Safeway, Supervalu, and Loblaw have pursued aggressive merger and market expansion strategies. Further complicating the situation has been the success of other alternative format grocers (such as Costco, Trader Joe's, Whole Foods, and BJ's), …

Power Profiles: The Power-Action Link In Negotiation, Mara Olekalns, Philip L. Smith

Mara Olekalns

Characterizing negotiations as a series of micro-exchanges directs attention to the conditional relationships between negotiators’ strategy choices in consecutive speaking turns. In this research, we used a simulated employment contract negotiation to test how dyadic power profiles influenced these strategy sequences. We identified three distinct power profiles based on the level and distribution of power within a negotiating dyad - symmetric high, symmetric low and asymmetric – and linked these power profiles to differences in how negotiators responded to each other. Our analysis showed that each power profile was linked with a unique pattern of activation and inhibition of strategy …

What Is Labor’S True Purpose? The Implications Of Seiu’S Unite To Win Proposals For Organizing, Kate Bronfenbrenner

Kate Bronfenbrenner

[Excerpt] That labor is in a crisis cannot be questioned. While there may be some labor leaders who are content to keep ministering to an ever less powerful, shrinking base, there were few in the room that day that would disagree with the words expressed by SEIU International Executive Vice President Gerry Hudson on the opening panel, that the U.S. "labor movement is becoming dangerously close to being too small to matter." For the first time in decades, both organizing activity and union membership numbers have dropped precipitously. Where in past years unions had to organize 500,000 new workers just …

Significant Victories: An Analysis Of Union First Contracts, Tom Juravich, Kate Bronfenbrenner, Robert Hickey

Kate Bronfenbrenner

[Excerpt] After two decades of massive employment losses in heavily unionized sectors of the economy and exponential growth of the largely unorganized service sector, the U.S. labor movement is struggling to remain relevant. Despite new organizing initiatives and practices, union organizing today remains a tremendously arduous endeavor, particularly in the private sector, as workers and their unions are routinely confronted with an arsenal of aggressive legal and illegal antiunion employer tactics. This vigorous opposition to unions in the private sector does not stop once an election is won, but continues throughout bargaining for an initial union agreement, all too often …

Making Your Goals Clear, Ken Margolies

Ken Margolies

[Excerpt] Lack of definition can make people confused, agitated and sometimes even hostile. These disastrous consequences are avoidable. Here are some examples that show how lack of definition can get in a steward's way — and what can be done about it.

Mutually Dependent: Power, Trust, Affect And The Use Of Deception In Negotiation, Mara Olekalns, Philip Smith

Mara Olekalns

Using a simulated two-party negotiation, we examined how trustworthiness and power balance affected deception. To trigger deception, we used an issue that had no value for one of the two parties. We found that high cognitive trust increased deception whereas high affective trust decreased deception. Negotiators who expressed anxiety also used more deception whereas those who expressed optimism also used less deception. The nature of the negotiating relationship (mutuality and level of dependence) interacted with trust and negotiators’ affect to influence levels of deception. Deception was most likely to occur when negotiators reported low trust or expressed negative emotions in …