Search results

This study aims to identify effective behaviors in labor-management negotiation (LMN) and, on that basis, derive overarching psychological principles of successful negotiation in this important context. These empirical findings are used to develop and test a comprehensive negotiation training program.

Twenty-seven practitioners from one of the world’s largest labor unions were interviewed to identify the requirements of effective LMN, resulting in 796 descriptions of single behaviors from 41 negotiation cases.

The analyses revealed 13 categories of behaviors critical to negotiation success. The findings highlight the pivotal role of the union negotiator by illustrating how they lead the negotiations with the other party while also ensuring that their own team and the workforce stand united. To provide guidance for effective LMN, six psychological principles were derived from these behavioral categories. The paper describes a six-day training program developed for LMN based on the empirical findings of this study and the related six principles.

This paper has three unique features: first, it examines the requirements for effective LMN based on a systematic needs assessment. Second, by teaching not only knowledge and skills but also general psychological principles of successful negotiation, the training intervention is aimed at promoting long-term behavioral change. Third, the research presents a comprehensive and empirically-based training program for LMN.

Transformational leadership (TFL) has been suggested to create positive changes in employees with the goal of developing them into leaders. The authors integrate this well-established leadership style with recent research on idiosyncratic deals (i-deals). The authors suggest TFL as a predictor of task and development-based i-deals, and propose i-deals as a mediating mechanism linking TFL to employee outcomes (job satisfaction, job stress and manager-rated performance).

The authors used a time-lagged research design, and collected four waves of data from 140 employees and 78 leaders.

TFL was found to be an important predictor of i-deals. I-deals predicted job satisfaction and job stress; and it mediated the relationship between TFL and these two employee outcomes. Yet, i-deals were not associated with employee performance and did not mediate the relationship.

First, it shows that transformational leaders who consider employees' unique skills and support their professional growth are more likely to grant personalized arrangements. Second, drawing from social exchange theory, it illustrates that i-deals may act as a linkage between TFL and employee outcomes. The paper bridges leadership and i-deals literature to identify key leverage points through which leaders can enhance employee satisfaction, well-being and performance.

This study aims to test negotiation outcomes when bilinguals negotiate in a foreign rather than their native language. Decision research on the foreign language effect indicates that bilingual individuals may be less susceptible to framing bias when using a foreign language because they make less emotional and biased choices. With increasing international business activity, there is a pressing need to examine the effect of language on bilingual negotiators.

The authors tested the hypotheses using a two (task frame: gain vs loss) × 2 (language: foreign vs native) factorial design recruiting 246 Korean–English bilinguals. A negotiation simulation with three issues was used, and participants exchanged offers with a preprogrammed computer they believed to be a real counterpart.

There was no significant interaction effect between framing and language on the offers made, but the framing effect was mitigated and nonsignificant for negotiators who used their foreign language. The interaction between framing and language conditions significantly affected negotiators’ positive emotions and satisfaction with the negotiation.

The uniqueness of this paper is related to its effort to investigate the effect of negotiation language on a negotiator’s decision-making. Considering globalization and the increasing prevalence of international negotiations, this paper has implications for researchers and practitioners.

This paper aims to apply a mixed-methods approach to redefine essential work skill sets, propose components of these skill sets that are necessary for workers in the contexts of emerging market economies (EMEs), examine potential selection tools that should be applied across firms and explain implications for the labour process theory (LPT) of work.

During the first phase of this study, qualitative data was collected from methods, including semi-structured interviews with human resources (HR) experts from the Personnel Management Association of Thailand, top and HR executives and managers of firms across industries in Thailand. Non-participant observations were made during the pre-interview, interview and post-interview stages. Analysis of archival documents and Web-based resources was then conducted. The authors used the qualitative data obtained from the first phase to develop survey instruments for conducting quantitative research during the second phase of this study.

The empirical findings demonstrate that essential work skill sets are “soft skills” that help workers survive and thrive in the business arena in EMEs. These essential work skill sets have implications for the LPT of work in that they play an important role in transferring the power of negotiation from employers to workers in the labour market. Essential work skill sets here can be divided into eight skill domains: (1) ideation and system thinking, (2) information and digital literacy, (3) social skills with appreciation for diversity and inclusion, (4) communication and language, (5) creativity and innovation, (6) emotional quotient (EQ) for self-management and development, (7) growth/outward mindset and (8) cognitive skills for the job role. Within each essential work skill set, there are several skills that workers in the current world of work need to possess (42 skills in total). Additionally, potential selection tools include behavioural observation, behavioural-based interviews, STAR (Situation, Task, Action and Results) interviews, role plays, case studies and simulations, high-pressure interview questions, project assignments, assessment centres, in-depth interview questions and special methods, such as face reading and fingerprint reading. Top and HR managers across industries strongly agree that the eight essential work skill sets and 42 skills are necessary for workers to survive in the business arena in EMEs. They also strongly agree that talent selection tools, especially behavioural-based interviews, are used by their firms to select high-skilled job candidates in the labour market.

Because the eight essential skill sets proposed in this paper are based primarily on the qualitative data obtained from top/HR managers in firms across some industries, generalization to respondents across other industries or across other EMEs may be limited. It is possible that the context of other EMEs may be different from that of Thailand. In this regard, some of the essential work skill sets that are suitable in the case of Thailand may not be suitable in the case of other EMEs. Future studies should thus explore how institutional contexts of other countries/economies shape the definition of essential skill sets and their components, as well as potential selection tools that shall be applied to select high-skilled labour in those contexts.

This paper provides practical implications for top managers and/or HR managers of firms across various industries in EMEs. In particular, managers should internally train and develop their employees/workers to possess the eight essential skill sets: (1) ideation and system thinking, (2) information and digital literacy, (3) social skills with appreciation for diversity and inclusion, (4) communication and language, (5) creativity and innovation, (6) EQ for self-management and development, (7) growth/outward mindset and (8) cognitive skills for the specific job role so that their employees/workers can survive and thrive in the era of the brittleness, anxiety, non-linearity and incomprehensibility of the business world under pandemic conditions. Additionally, top managers and/or HR managers of these firms should apply the potential selection tools proposed in this paper to probe into job candidates’ past experience and behaviours to better predict such candidates’ success at work. In this regard, job candidates/workers should prepare themselves to possess these essential work skill sets so that they can be successful in the business arena and should understand potential selection tools that firms may apply to recruit and select them.

This paper provides social/policy implications for the government and/or relevant public agencies of Thailand and of other EMEs. These governments should encourage firms across industries to invest resources in training and developing their employees/workers to possess those essential work skill sets so that these employees/workers are industry-ready, leading to the alleviation of the problems of skill and mismatch in the labour market.

This paper contributes to the prior literature on human resource management (HRM), the comparative institutional perspective on employment systems based on the varieties of capitalism (VoC) framework and the LPT of work in the following ways: first, this paper fills in the research gap in the field of HRM that calls for studies that explore how the COVID-19 pandemic shapes essential skill sets and skills development among workers within firms (Cooke et al., 2021). Second, this paper provides implications for the LPT of work regarding how essential work skill sets are likely to return the power of negotiation from employers to workers in EMEs during the current situation. Third, the VoC framework tends to focus on only two types of economies, liberal market economies and coordinated market economies. However, this paper examines essential work skill sets and potential screening tools in the context of the underresearched country of Thailand, an EME. In fact, the Thai labour market is quite different from that of other EMEs labour markets, as it is impacted by an aging workforce. This paper contributes to the literature on comparative institutional perspectives on employment systems as it redefines essential work skill sets, proposes various components of these skill sets among workers and examines potential selection tools that are applied across firms located in EMEs.

Working conditions, pay rates and the rights of workers to collectively negotiate have become important points of discussions in recent years, with support for unions and union applications rising to levels long unseen in America. In many instances, though, companies have responded aggressively. This is not the first time such a dynamic has played out in American business. This study aims to take a fresh look at one of America’s most prominent historical disputes between labor and ownership – the Homestead Massacre of 1892 – to glean lessons from that conflict that remain relevant to today’s business environment.

This study adopts game theory and the principles of repeated interaction to assess how differing discount factors led to differences in time orientations between the workers and the Carnegie company. These differing time orientations affected both the strategy each side deployed in the negotiations and the payoffs received by the parties. Letters, contemporary news reports and histories of the events leading up to and immediately following the 1892 Homestead Massacre are qualitatively analyzed with a genealogical pragmatic approach.

Differences in temporal orientation between management and workers exacerbated the conflict, with the workers adopting a more cooperative stance and distal time orientation, while the Carnegie company negotiated with a proximal time orientation and played to “win” a game that, in fact, could not be fully won or lost given its infinitely repeating nature. The result was a short-term victory for the Carnegie company but with long-term negative consequences that highlight the suboptimal outcome the company achieved by playing a proximal strategy in an infinite game.

Although the incident at Homestead is a well-studied labor dispute, many of the themes that preceded the incident have resurfaced in the modern work context. This work, by adopting game theory as an analytical framework, provides new insights into management mistakes that led to the labor conflict and lessons for what present-day managers can do to avoid exacerbating labor strife.

This paper aims to review the latest management developments across the globe and pinpoint practical implications from cutting-edge research and case studies.

This briefing is prepared by an independent writer who adds their own impartial comments and places the articles in context.

Gender differences in instigating workplace negotiations are cited as a cause of gender inequality. Prevailing influence of established gender roles ensure that men are likelier than women to initiate negotiations for different work-related issues. Appropriate training and development initiatives could be effective in increasing self advocacy of women and closing the gender gap in areas like pay levels and leadership representation.

The briefing saves busy executives and researchers hours of reading time by selecting only the very best, most pertinent information and presenting it in a condensed and easy-to-digest format.

This study examines how assurors make sense of sustainability assurance (SA) work and how interactions with assurance team members and clients shape assurors’ sensemaking and their actual SA work.

To obtain detailed accounts of how SA work occurs on the ground, this study explores three SA engagements by interviewing the main actors involved, both at the client firms and at their Big Four assurance providers.

Individual assurors’ (i.e. partners and other team members) sensemaking of SA work results in the crafting of their logics of action (LoAs), that is, their meanings about the objectives of SA work and how to conduct it. Without organizational socialization, team members may not arrive at shared meanings and deviate from the team-wide assurance approach. To fulfill their objectives for SA work, assurors may engage in socialization with clients or assume a temporary role. Yet, the role negotiations taking place in the shadows of the scope negotiations determine their default role during the engagement.

Two options are available to help SA statement users gauge the relevance of SA work: either displaying the SA work performed or making it more uniform.

This study theoretically grounds how assurors make sense of SA work and documents how (the lack of) professional socialization, organizational socialization and socialization of frequent interaction partners at the client shape actual SA work. Thereby, it unravels the SA work concealed behind SA statements.

Drawing on the challenge–hindrance stressor framework and the “too-much-of-a-good-thing” principle, this study examined the curvilinear effects of two emic social challenge stressors (guanxi beliefs and participative decision-making (PDM)) and the moderating effect of an etic social hindrance stressor (perceived organizational politics) on Hong Kong and United States nurses’ job satisfaction.

A quantitative survey method was implemented, with the data provided by 355 Hong Kong nurses and 116 United States nurses. Structural equation modeling was used to examine the degree of measurement equivalence across Hong Kong and US nurses. The proposed model and the research questions were tested using nonlinear structural equation modeling analyses.

The results show that while guanxi beliefs only showed an inverted U-shaped relation on Hong Kong nurses’ job satisfaction, PDM had an inverted U-shaped relation with both Hong Kong and United States nurses’ job satisfaction. The authors also found that Hong Kong nurses experienced the highest job satisfaction when their guanxi beliefs and perceived organization politics were both high.

The results add to the comprehension of the nuances of the often-held assumption of linearity in organizational sciences and support the speculation of social stressors-outcomes linkages.

Managers need to recognize that while the nurturing and development of effective relationships with employees via social interaction are important, managers also need to be aware that too much guanxi and PDM may lead employees to feel overwhelmed with expectations of reciprocity and reconciliation to such an extent that they suffer adverse outcomes and become dissatisfied with their jobs.

First, the authors found that influences of guanxi beliefs and PDM are not purely linear and that previous research may have neglected the curvilinear nature of their influences on job satisfaction. Second, the authors echo researchers’ call to consider an organization’s political context to fully understand employees’ attitudes and reactions toward social interactions at work. Third, the authors examine boundary conditions of curvilinear relationships to understand the delicate dynamics.

This study seeks to estimate union wage effect in the public and private sectors of Ghana, respectively. It also seeks to ascertain whether the union wage effect in the two sectors varies.

The authors use data from the Ghana Living Standards Survey 6 (GLSS 6, 2012/2013) and Ghana Labour Force Survey (GLFS, 2015). In terms of estimation technique, the authors employ the Blinder–Oaxaca decomposition technique to estimate union wage effect in public and private sectors, respectively.

The findings indicate that union wage effect in the public sector is positive and higher relative to that of the private sector.

The findings imply that strict enforcement of Section 82 of Labour Act 2003 (Act 651) will curb the political influence of public sector unions over their employer (Government).

This research paper has not been presented to any journal for publication and it is the authors' original work.

The peer review history for this article is available at: https://publons.com/publon/10.1108/IJSE-01-2023-0045