Search results
1 – 10 of over 10000While classical exchange theorists excluded bargaining from the scope of their theories, most contemporary theorists have done the opposite, concentrating exclusively on…
Abstract
While classical exchange theorists excluded bargaining from the scope of their theories, most contemporary theorists have done the opposite, concentrating exclusively on negotiated exchanges with binding agreements. This chapter describes the theoretical logic and empirical results of a new program of research comparing the effects of reciprocal and negotiated forms of exchange. As the work shows, fundamental differences between the two forms of exchange affect many of the processes addressed by current theories. Reciprocal exchanges produce weaker power use, greater feelings of trust and affective commitment, and stronger perceptions of the partner’s fairness than equivalent negotiated exchanges. I discuss the implications of this work for theories of exchange and social interaction, and outline future directions for the next phase of the research program.
Jeffrey W. Lucas, Kristin Kerns-D'Amore, Michael J. Lovaglia, Shane D. Soboroff and Jasmón Bailey
To use a behavioral measure of legitimacy to study how differences in negotiating style and status affect the legitimacy of persons in high-power network positions. Predictions…
Abstract
Purpose
To use a behavioral measure of legitimacy to study how differences in negotiating style and status affect the legitimacy of persons in high-power network positions. Predictions include (1) that powerful network actors who negotiate using a pro-group style will maintain legitimacy better than will those who negotiate selfishly and (2) those higher in status will be granted more legitimacy both before and after exchange than powerful actors lower in status.
Method
An experimental study in which participants were connected in networks to powerful partners who were portrayed as consistently high or low on several status characteristics. Both before and after exchange, participants evaluated partners on a number of dimensions and made decisions on whether to vote to join a coalition to take the partner's power away, a direct behavioral indicator of legitimacy.
Findings
High-power partners lost legitimacy over the course of exchange irrespective of whether they negotiated in pro-group or selfish ways, and irrespective of whether they were high or low in status. This effect was pronounced for partners who negotiated selfishly. Although partner status predicted legitimacy prior to exchange, legitimacy evaluations after exchange appeared entirely driven by the partner's negotiating style (how the power was used) and not by status.
Research Implications
The project introduces a new behavioral measure of legitimacy that correlated highly with self-report items and should be of value in future research. The study also indicates promising directions for future research that might disentangle effects of power and status on legitimacy, along with adjudicating among explanations for why this study did not find status effects on legitimacy.
Details
Keywords
Sungu Armagan, Manuel Portugal Ferreira, Bryan L. Bonner and Gerardo A. Okhuysen
This paper discusses national differences in the interpretation of time in mixed motive decision contexts, such as negotiation. Specifically, we consider how members of different…
Abstract
This paper discusses national differences in the interpretation of time in mixed motive decision contexts, such as negotiation. Specifically, we consider how members of different national cultures (Portugal, Turkey, and the United States) experience temporality in these situations. We argue that cultural temporality such as polychronicity, future orientation, and uncertainty avoidance form part of a broader national environment. The national environment is also expressed in national stability factors such as legal systems, family ties, and homogeneity of populations. We propose that temporality and stability aspects of national environment determine negotiation paradigms, which subsequently influence temporality in negotiations. We conclude by suggesting that inclusion of complex and interdependent national environment factors in the study of negotiation has the potential to substantially advance our understanding of mixed motive decision situations.
Scott V. Savage, Jacob Apkarian and Hyomin Park
The authors examine how different exchange patterns affect structurally disadvantaged actors' interactional justice evaluations and group identification in situations…
Abstract
Purpose
The authors examine how different exchange patterns affect structurally disadvantaged actors' interactional justice evaluations and group identification in situations characterized by reciprocal and negotiated exchange.
Methodology
Laboratory experiment.
Findings
Although results replicate prior work finding that disadvantaged individuals view their exchange partners as less fair when exchanging via negotiation rather than reciprocation, they also show the value of considering the pattern of exchange. Indeed, both the form of exchange and the pattern of exchange prompt exchange behaviors that shape how disadvantaged actors view the exchange experience, such that much of the direct effect of the form of exchange is offset by indirect paths, especially when the disadvantaged actor remains committed to their more advantaged partner. These fairness evaluations matter because as the authors show, they affect perceptions of group identification.
Research Limitations
Future work should more explicitly consider how emotions as well as different levels of inequality might modify the processes described.
Originality
This chapter highlights the need to consider both the form of exchange and the relative stability of exchange when considering the fairness perceptions and group identification of disadvantaged individuals.
Details
Keywords
Christopher G. Worley and Sally Breyley Parker
This chapter provides a rich and thick description of a collaborative, place-based, interorganizational process in the domain of social, ecological, and economic sustainability…
Abstract
This chapter provides a rich and thick description of a collaborative, place-based, interorganizational process in the domain of social, ecological, and economic sustainability. Governmental agencies, businesses, philanthropic organizations, NGOs, consulting firms, and private citizens tried to move from an underorganized and tacit set of ineffective relationships toward a structural collaboration in service of a “place” known as the Cuyahoga River Valley. While the process built momentum and expectations among its participants and other stakeholders, an important outcome of the collaboration did not materialize as planned. The leading actors struggled with scaling a “negotiated order” and leveraging the high levels of commitment among the participants. Despite the setback, many of the aims of the collaboration continue to be achieved, albeit at a slower pace and without a high regional priority. The chapter explores whether the trans-organization development (Cummings, 1984) perspective is a useful model for intentionally intervening in a multi-stakeholder collaboration and the roles that negotiated order (Nathan & Mitroff, 1991) and referent organizations (Trist, 1983) play.
Details
Keywords
The concept of light-handed regulation, including light-handed approaches to the regulation of airport services, is discussed. The rationale for the economic regulation of airport…
Abstract
The concept of light-handed regulation, including light-handed approaches to the regulation of airport services, is discussed. The rationale for the economic regulation of airport services and the traditional approaches used for economic regulation of airport charges are summarized. The evolution of international practice of light-handed regulation is outlined, including the experience with minimal regulation across monopoly industries in New Zealand and the acceptance of “negotiated settlements” in utility industries in North America. General reasons for moving to light-handed regulation of airports include the disadvantages of the price cap approach in practice and the benefits of facilitating greater negotiation between airports and users. Comparisons are made between alternative approaches to light-handed regulation of airport services, including price and quality of service monitoring, information disclosure regulation and negotiate-arbitrate regulation, approaches that have been applied to airport services in Australia and New Zealand. The role and nature of the incentives under each approach are discussed. The chapter concludes that whether light-handed regulation provides a suitable alternative approach to direct regulation depends on the market circumstances and the design characteristics of the light-handed approach.
Details
Keywords
Uche Attoh and Ademola Ajeyomi
This chapter concentrates on sales negotiation and reveals that negotiating agreements on goods and services among the Igbo traders involves demystifying many complexities – such…
Abstract
This chapter concentrates on sales negotiation and reveals that negotiating agreements on goods and services among the Igbo traders involves demystifying many complexities – such as nature of persuasion, trust and communication patterns between traders, among other concerns. To aid our understanding, the authors surveyed three Igbo-dominated markets including Computer Village, Ikeja – dealing in the sales of phone accessories; Tejuosho Market – dealing in the sales of clothing materials; and Ojuelegba Market – dealing in the sales of vehicle spare parts. The authors concluded that the negotiation pattern and approach adopted by the Igbo trader often depends on several variables, including the product, the market, the buyer, the individual trader and other invisible circumstances surrounding the bargaining process. When negotiation breakdown arises, the Igbo traders have a well thought-out strategy that can be adopted to address the situation and persuade future bargains.
Details
Keywords
Jessica L. Collett and Jade Avelis
An ongoing debate in social exchange theory centers on the benefits and drawbacks of reciprocal versus negotiated exchange for dyadic relationships. Lawler's affect theory of…
Abstract
An ongoing debate in social exchange theory centers on the benefits and drawbacks of reciprocal versus negotiated exchange for dyadic relationships. Lawler's affect theory of social exchange argues that the interdependent nature of negotiated exchange enhances commitment to exchange relations, whereas Molm's reciprocity theory suggests that reciprocal exchange fosters more integrative bonds than the bilateral agreements of negotiation. In this chapter, we use data from in-depth, semi-structured interviews with poor and working-class couples to explore the effects of both types of exchange on relationship satisfaction. Consistent with reciprocity theory, we find that couples who engage in reciprocal exchange are happier and more satisfied with their relationship than those who explicitly negotiate the division of labor in their households and that the expressive value of these exchanges play an important role in this outcome. However, reciprocity is not enough. As predicted by the affect theory, the couples with the best outcomes also perceive supporting a family as a highly interdependent task, regardless of their family structure. Our results point to the complementary nature of these two theories in a natural social setting.
I.L. Bourgeault, S. Lindsay, E. Mykhalovskiy, P. Armstrong, H. Armstrong, J. Choiniere, J. Lexchin, S. Peters and J. White
In the majority of the literature on the social organization of care work, care is often defined in more traditional terms to refer to work on or directly related to the body. In…
Abstract
In the majority of the literature on the social organization of care work, care is often defined in more traditional terms to refer to work on or directly related to the body. In this paper, we would like to venture beyond the body to elaborate upon a particular type of care work – negotiating care – that involves negotiations and sometimes petitions for the purpose of securing care. It is a concept that was salient in a comparative study of the experiences of health care providers with the increasing management of health care in Canada and the United States. For physicians and nurses in both settings we find a sense of the increasing burden of negotiating for care for patients – particularly textually mediated negotiations – as the access to and amount of care is increasingly limited through managed care policies. Moreover, the contexts for these negotiations are continually in flux exacerbating the time devoted to negotiate care. It is in the U.S. context, however, that textual negotiation of care is most extensive and differs in terms of audience – insurers as opposed to providers – and purpose – securing payment and not just care.
The objective of this chapter is to understand the negotiation experience of women in the context of the family business. The study is based on interviews of 12 women in…
Abstract
The objective of this chapter is to understand the negotiation experience of women in the context of the family business. The study is based on interviews of 12 women in leadership or senior positions in their family firms. This investigation looks at how women overcome negotiation challenges and turn them into opportunities when negotiating in their family enterprises.
The study finds that principal challenges are (a) lack of recognition of legitimacy, (b) lack of negotiation power, and (c) role conflict. The challenges faced by women in negotiations in a family business are consistent with the extant literature. Women in leadership positions in a family business overcome these challenges by adopting strategies that help them handle a specific situation more strategically and enhance their overall negotiation skills. The main strategies adopted by women are (a) forming alliances, (b) showing evidence of competence, (c) formalization of the negotiation processes, (d) negotiating from the perspective of the family and the future, (e) having role models, and finally (f) employing positive stereotypes about women in the negotiation.
The author recommends that family businesses can become more inclusive and empower their female members by grooming them from an early age to become leaders, by formalizing negotiation processes and thereby reducing the influence of personal biases and, by exposing female members of the family, from a young age, to inspiring role models.
Details