David W. Johnson, Roger T. Johnson, D. Tjosvold, Cary J. Roseth
{"title":"Morton Deutsch: Celebrating His Theorizing and Research","authors":"David W. Johnson, Roger T. Johnson, D. Tjosvold, Cary J. Roseth","doi":"10.1111/NCMR.12122","DOIUrl":"https://doi.org/10.1111/NCMR.12122","url":null,"abstract":"","PeriodicalId":45732,"journal":{"name":"Negotiation and Conflict Management Research","volume":null,"pages":null},"PeriodicalIF":1.3,"publicationDate":"2019-02-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1111/NCMR.12122","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"48303393","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Michael A. Gross, Eric J. Neuman, Wendi L. Adair, Mallory Wallace
{"title":"NCMR\u0000's First Decade: An Empirical Examination","authors":"Michael A. Gross, Eric J. Neuman, Wendi L. Adair, Mallory Wallace","doi":"10.1111/NCMR.12143","DOIUrl":"https://doi.org/10.1111/NCMR.12143","url":null,"abstract":"","PeriodicalId":45732,"journal":{"name":"Negotiation and Conflict Management Research","volume":null,"pages":null},"PeriodicalIF":1.3,"publicationDate":"2018-12-25","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1111/NCMR.12143","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"48232223","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
{"title":"Diplomatic Chameleons: Language Style Matching and Agreement in International Diplomatic Negotiations","authors":"A. B. Bayram, Vivian P. Ta","doi":"10.1111/NCMR.12142","DOIUrl":"https://doi.org/10.1111/NCMR.12142","url":null,"abstract":"","PeriodicalId":45732,"journal":{"name":"Negotiation and Conflict Management Research","volume":null,"pages":null},"PeriodicalIF":1.3,"publicationDate":"2018-11-11","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1111/NCMR.12142","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"44941921","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Jaime Ramirez-Fernandez, Jimena Y. Ramirez-Marin, Lourdes Munduate
This study examines the effect of relationships on negotiators' expectations. The authors derive theory and hypotheses from relational norms that govern relationships (communal and exchange) which impact negotiators' expectations when interacting with close others. The study focuses on the influence of the negotiator's role (buyer or seller) and relational norms on expected offers. The authors tested the hypotheses across three studies. Results consistently show that close relationships influence expectations such that buyers expect more favorable offers from best friends than from friends and acquaintances (Studies 1–3). And this effect is absent for sellers (Study 1). Moreover, the motivation to meet the needs of the other party (communal strength) is higher for close relationships but it does not moderate the effect of relationships on expectations (Study 2). Finally, negotiators high in communal strength and exchange orientation norms expect more generous offers from best friends (Study 3).
{"title":"Selling to Strangers, Buying from Friends: Effect of Communal and Exchange Norms on Expectations in Negotiation","authors":"Jaime Ramirez-Fernandez, Jimena Y. Ramirez-Marin, Lourdes Munduate","doi":"10.1111/NCMR.12141","DOIUrl":"https://doi.org/10.1111/NCMR.12141","url":null,"abstract":"This study examines the effect of relationships on negotiators' expectations. The authors derive theory and hypotheses from relational norms that govern relationships (communal and exchange) which impact negotiators' expectations when interacting with close others. The study focuses on the influence of the negotiator's role (buyer or seller) and relational norms on expected offers. The authors tested the hypotheses across three studies. Results consistently show that close relationships influence expectations such that buyers expect more favorable offers from best friends than from friends and acquaintances (Studies 1–3). And this effect is absent for sellers (Study 1). Moreover, the motivation to meet the needs of the other party (communal strength) is higher for close relationships but it does not moderate the effect of relationships on expectations (Study 2). Finally, negotiators high in communal strength and exchange orientation norms expect more generous offers from best friends (Study 3).","PeriodicalId":45732,"journal":{"name":"Negotiation and Conflict Management Research","volume":null,"pages":null},"PeriodicalIF":1.3,"publicationDate":"2018-11-11","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1111/NCMR.12141","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"42652195","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
{"title":"When Formal Negotiations Fail: Strategic Negotiation, Ripeness Theory, and the Kerry Initiative","authors":"Oliver Ramsbotham, A. Schiff","doi":"10.1111/NCMR.12119","DOIUrl":"https://doi.org/10.1111/NCMR.12119","url":null,"abstract":"","PeriodicalId":45732,"journal":{"name":"Negotiation and Conflict Management Research","volume":null,"pages":null},"PeriodicalIF":1.3,"publicationDate":"2018-11-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1111/NCMR.12119","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"48327956","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
This study examines how culture and status qualify the effects of power distance (PD) values on bargaining tactics in intraand intercultural negotiations, as well as Chinese and American negotiators’ behavioral difference in these contexts. Data were collected from 34 intercultural dyads, 32 American dyads, and 35 Chinese dyads that completed job offer negotiations. Results showed substantial contextual variations in the actor and partner effects of PD values. Whereas Chinese employees’ PD values positively influenced American managers’ priority information exchange, American employees’ PD values had a negative partner effect on it. Whereas Chinese employees’ PD values negatively influenced Chinese managers’ relationship building, American employees’ PD values had a positive partner effect on it. American managers and employees both used significantly fewer integrative tactics and more distributive tactics in intercultural than intracultural negotiations, but neither Chinese managers nor Chinese employees exhibited behavioral difference. Theoretical and practical implications of the study are discussed.
{"title":"How Power Distance Interacts with Culture and Status to Explain Intra‐ and Intercultural Negotiation Behaviors: A Multilevel Analysis","authors":"Meina Liu","doi":"10.1111/NCMR.12140","DOIUrl":"https://doi.org/10.1111/NCMR.12140","url":null,"abstract":"This study examines how culture and status qualify the effects of power distance (PD) values on bargaining tactics in intraand intercultural negotiations, as well as Chinese and American negotiators’ behavioral difference in these contexts. Data were collected from 34 intercultural dyads, 32 American dyads, and 35 Chinese dyads that completed job offer negotiations. Results showed substantial contextual variations in the actor and partner effects of PD values. Whereas Chinese employees’ PD values positively influenced American managers’ priority information exchange, American employees’ PD values had a negative partner effect on it. Whereas Chinese employees’ PD values negatively influenced Chinese managers’ relationship building, American employees’ PD values had a positive partner effect on it. American managers and employees both used significantly fewer integrative tactics and more distributive tactics in intercultural than intracultural negotiations, but neither Chinese managers nor Chinese employees exhibited behavioral difference. Theoretical and practical implications of the study are discussed.","PeriodicalId":45732,"journal":{"name":"Negotiation and Conflict Management Research","volume":null,"pages":null},"PeriodicalIF":1.3,"publicationDate":"2018-10-17","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1111/NCMR.12140","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"46245329","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
F. Harinck, M. Kouzakova, N. Ellemers, D. Scheepers
In an experimental design, we manipulated disagreement about values versus resources (N = 36). We investigated, using male participants, how the nature of the conflict affects testosterone and cortisol changes. We hypothesized a testosterone increase in response to disagreement about resources, but no increase when values were at stake. Results corroborated this idea. This research illustrates how psychological factors affect neuroendocrine and coping responses to social stressors and conflict.
{"title":"Coping with Conflict: Testosterone and Cortisol Changes in Men Dealing with Disagreement about Values versus Resources","authors":"F. Harinck, M. Kouzakova, N. Ellemers, D. Scheepers","doi":"10.1111/NCMR.12139","DOIUrl":"https://doi.org/10.1111/NCMR.12139","url":null,"abstract":"In an experimental design, we manipulated disagreement about values versus resources (N = 36). We investigated, using male participants, how the nature of the conflict affects testosterone and cortisol changes. We hypothesized a testosterone increase in response to disagreement about resources, but no increase when values were at stake. Results corroborated this idea. This research illustrates how psychological factors affect neuroendocrine and coping responses to social stressors and conflict.","PeriodicalId":45732,"journal":{"name":"Negotiation and Conflict Management Research","volume":null,"pages":null},"PeriodicalIF":1.3,"publicationDate":"2018-10-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1111/NCMR.12139","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"47942338","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
The present study uses regression analysis of existing cross-national data sets to demonstrate that ingroup-outgroup discrimination and intergroup conflict management vary more along the north-south (latitudinal) axis than along the east-west axis of the Earth. Ingroup favoritism, outgroup rejection, political oppression, legal discrimination, and communication bullying are all less prevalent among Northerners than among Southerners in the Northern Hemisphere, but more prevalent among Northerners than among Southerners in the Southern Hemisphere. These findings provide a rich source for further research into how social conflicts are habitually experienced and handled by residents of northern versus southern habitats. A supplementary analysis specifies the extent to which ecological stressors-thermal stress, hydraulic stress, pathogenic stress, and subsistence stress-help explain why there are oppositely sloping north-south gradients of conflict culture above and below the equator. Taken in total, these results demonstrate the importance of considering latitude in forming a deeper understanding of conflict management and negotiation.
{"title":"Northerners and Southerners Differ in Conflict Culture","authors":"Evert Van de Vliert, L. G. Conway","doi":"10.1111/NCMR.12138","DOIUrl":"https://doi.org/10.1111/NCMR.12138","url":null,"abstract":"The present study uses regression analysis of existing cross-national data sets to demonstrate that ingroup-outgroup discrimination and intergroup conflict management vary more along the north-south (latitudinal) axis than along the east-west axis of the Earth. Ingroup favoritism, outgroup rejection, political oppression, legal discrimination, and communication bullying are all less prevalent among Northerners than among Southerners in the Northern Hemisphere, but more prevalent among Northerners than among Southerners in the Southern Hemisphere. These findings provide a rich source for further research into how social conflicts are habitually experienced and handled by residents of northern versus southern habitats. A supplementary analysis specifies the extent to which ecological stressors-thermal stress, hydraulic stress, pathogenic stress, and subsistence stress-help explain why there are oppositely sloping north-south gradients of conflict culture above and below the equator. Taken in total, these results demonstrate the importance of considering latitude in forming a deeper understanding of conflict management and negotiation.","PeriodicalId":45732,"journal":{"name":"Negotiation and Conflict Management Research","volume":null,"pages":null},"PeriodicalIF":1.3,"publicationDate":"2018-09-23","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1111/NCMR.12138","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"49080838","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Although incivility has been identified as an important issue in workplaces, little research has focused on tolerance to workplace incivility. Drawing on conservation of resources and psychological ownership theory, this article investigates the mediating role of employee cynicism on the relationship between tolerance to workplace incivility and outcome variables (i.e., service innovative behavior, knowledge hiding behavior, and job search behavior) in the hospitality industry. Structural equation modeling and artificial neural network were applied on survey data obtained from five-star hotels in Jordan. Building on the proposed theories, we show that employee cynicism mediates the link between tolerance to workplace incivility and knowledge hiding behavior, and job search behavior. Implications for theory and practice are discussed.
{"title":"Linking Tolerance to Workplace Incivility, Service Innovative, Knowledge Hiding, and Job Search Behavior: The Mediating Role of Employee Cynicism","authors":"N. Aljawarneh, Tarık Atan","doi":"10.1111/NCMR.12136","DOIUrl":"https://doi.org/10.1111/NCMR.12136","url":null,"abstract":"Although incivility has been identified as an important issue in workplaces, little research has focused on tolerance to workplace incivility. Drawing on conservation of resources and psychological ownership theory, this article investigates the mediating role of employee cynicism on the relationship between tolerance to workplace incivility and outcome variables (i.e., service innovative behavior, knowledge hiding behavior, and job search behavior) in the hospitality industry. Structural equation modeling and artificial neural network were applied on survey data obtained from five-star hotels in Jordan. Building on the proposed theories, we show that employee cynicism mediates the link between tolerance to workplace incivility and knowledge hiding behavior, and job search behavior. Implications for theory and practice are discussed.","PeriodicalId":45732,"journal":{"name":"Negotiation and Conflict Management Research","volume":null,"pages":null},"PeriodicalIF":1.3,"publicationDate":"2018-09-03","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1111/NCMR.12136","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"43212655","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
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