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This paper aims to investigate the effects of political skill in a specific workplace setting – the job negotiation. The authors expected negotiator political skill to be…
This paper aims to investigate the effects of political skill in a specific workplace setting – the job negotiation. The authors expected negotiator political skill to be positively related to distributive negotiation outcome, problem-solving as a negotiation strategy to mediate this relationship and political skill to also moderate – that is amplify – the link between problem-solving and negotiation outcome.
In Study 1, a laboratory-based negotiation simulation was conducted with 88 participants; the authors obtained self-reports of political skill prior to the negotiation and – to account for non-independence of negotiating partners’ outcome – used the Actor–Partner Interdependence Model for data analysis. Study 2 was carried out as a real-life negotiation study with 100 managers of a multinational corporation who were given the opportunity to re-negotiate their salary package prior to a longer-term foreign assignment. Here, the authors drew on two objective measures of negotiation success, increase of annual gross salary and additional annual net benefits.
In Study 1, the initial hypothesis – political skill will be positively related to negotiator success – was fully supported. In Study 2, all three hypotheses (see above) were fully supported for additional annual net benefits and partly supported for increase of annual gross salary.
To the authors' best knowledge, this paper presents the first study to examine political skill as a focal predictor variable in the negotiation context. Furthermore, the studies also broaden the emotion-centered approach to social effectiveness that is prevalent in current negotiation research.
Bobbie Scull's bibliography of federal government bibliographies was begun in 1971 as an annual informational publication primarily intended for the faculty at Louisiana…
Bobbie Scull's bibliography of federal government bibliographies was begun in 1971 as an annual informational publication primarily intended for the faculty at Louisiana State University. Later she distributed it to libraries all over the state of Louisiana. In 1973 RSR began to publish these lists on an annual basis. This is the fourth such appearance. In the meantime these bibliographies were cumulated and published in two volumes: Bibliography of U.S. Government Bibliographies 1968–73 and 1974–76. (Pierian Press, 1975, 1979). RSR is proud to continue the annual supplements which are now computer produced at LSU. Although this supplement appears in Volume 8:1 (1980) in the future they will appear in the final issue of the year.