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The purpose of this study is to examine two opposing approaches to the effects of power on negotiation: a “collaborative approach” of power and a “competitive approach” of power. Accordingly, the authors state oppositional hypotheses based on each approach. This study further investigates the mediating role of the perceived threat of the negotiation and the moderating role of negotiation topic (i.e. topics that touch on one’s power position versus topics that are related to the tasks one needs to perform) in this relationship. Finally, the authors state a moderated mediation hypothesis where they expected that the negotiation topic would moderate the indirect effect of power on negotiation strategies.

A vignette study (N = 279) and a negotiation game (N = 138) were conducted where the power within dyads was manipulated.

Study 1 showed that powerholders prefer collaborative strategies, whereas powerless negotiators prefer competitive strategies. Perceived threat of the negotiation mediated this effect. Furthermore, both Studies 1 and 2 showed that the negotiation topic moderates the effect of power on negotiation strategies providing further support for the collaborative approach of power. Finally, Study 1 provided partial support for the moderated mediation hypothesis.

Both Studies 1 and 2 are experimental studies. A field study should try to replicate these results in the future.

This study illuminates the effects of power on negotiation and addresses inconsistent findings in the negotiation literature. The results might be of great importance to large organizations where power asymmetries constitute an integral part of the employee/manager interactions.

To the best of the authors’ knowledge, this is the first study to show the moderating role of negotiation topic in the relationship between power and negotiation.

The study tested the effects of gender on negotiation initiation in three topics: salary, work-role and work-home balance; and on employee's perceptions of Covid-19 as inhibiting or enhancing negotiation initiation in these topics.

The authors employed a mixed-methods approach in a sample of 387 Israeli employees (189 female). Analyses of variance tested for gender differences in negotiation initiation and in Covid-19's perceived effects. Participants' additional written explanations, specifying how the pandemic inhibited or enhanced negotiation initiation, were inductively analyzed.

Compared to male, female employees were less inclined to initiate negotiation in all three topics, and more likely to perceive Covid-19 as inhibiting salary and work-role negotiations. Qualitative explanations demonstrated gender-role-consistent motives for avoiding or initiating salary negotiations during Covid-19. They also suggested that the pandemic increased the legitimacy and significance of work-home balance negotiations, across gender.

The study provides new evidence on gender differences in negotiation initiation, particularly over work-role and work-home balance, and is among the first to test these differences in Israel. Moreover, it sheds light on the effects that Covid-19, as a world-wide crisis, had on employees' negotiations in general, and gender equality in employees' negotiations in particular.

The COVID-19 pandemic prompted changes to the terms and conditions of teachers' employment (e.g. working conditions), leading school districts to renegotiate collective bargaining agreements with teachers' unions. However, limited research has examined how these negotiations occur in times of crisis. This study aims to analyze how school district and teachers' union administrators adapted workplace policies to meet staff and student needs during the COVID-19 pandemic by using a panel dataset of Memoranda of Understanding (MOUs) negotiated in 187 large US school districts.

The authors used the partial independence item response method to estimate MOU restrictiveness measures that captured the extent to which MOUs limited school administrator autonomy in setting the terms and conditions of teachers' employment. Descriptive analyses and ordinary least squares regression models showed how the scope of collective bargaining negotiations expanded during the COVID-19 pandemic, and how restrictiveness varied across school districts based on district and union characteristics.

Results showed that school district and teachers' union administrators increased restrictions on school administrator autonomy in the spring of 2020, but these restrictions decreased by fall 2021. The level of restrictions agreed upon varied based on the strength of teachers' unions and political partisanship of school districts. The COVID-19 pandemic led to an expansion of collective bargaining negotiations to include previously unconsidered topics such as employee and student health and remote instruction.

This study is one of the first to examine the modifications made to collective bargaining agreements during times of crisis by school district and teachers' union administrators. The findings suggest that there were considerable changes to the terms and conditions of teachers' employment during the COVID-19 pandemic, and that the strength of teachers' unions and political partisanship were associated with negotiation outcomes.

The World of Concrete trade show organizers negotiate a block of approximately 30,000 rooms with a different location each year. The case was developed through interviews with the trade show director. The issues under negotiation include the room rate, cancellation clauses, and amenities for the conference organizers and VIPs. The case is written for a negotiations course and may be used in two ways: as an intermediate exercise for refining student skills at information management and integrative bargaining or as a fairly advanced exercise about appropriate preparation for major negotiations.

This paper explains how a relatively simple analytical spatial algorithm and a GIS visualization of inter-municipal migration patterns revitalized the negotiations for a formal merger (called Holland Rijnland) between six municipalities in the urbanized Leiden Region and ten municipalities in the adjacent rural Bulb Region, both situated in Randstad Holland. Though the regional housing market was just one of the negotiation topics, the political discussion around it almost stymied the entire merger. We discovered a lack of knowledge about three key questions: Would the new merger function as one housing market region within the broader context of Randstad Holland? Do the original two regions interact at all? Or do lower-order regions exist instead? We answered these questions with the aid of individual migration data from Statistics Netherlands and by applying a method called Intramax Clustering in the GIS Flowmap programme. We found that the intended merger is indeed a housing market region; that interaction between the two regions is limited; and that lower-order housing market regions do exist. These findings helped to restart the negotiations; since 2004 Holland Rijnland has been a fact.

Previous theories discuss how corporate managers can stir anti-discrimination laws away from their initial social goal by managerializing the law. Yet, other actors – notably insider activists – can contribute to move corporate regulations beyond merely symbolic compliance. I demonstrate this influence of activists with three cases studies: (1) LGBT activists for same-sex parental leave; (2) disability rights activists for implementing a quota; and (3) Muslim activists to secure accommodations in French workplaces. Through these cases, I show how activists can move corporate laws beyond compliance, pressure firms to go from merely symbolic to substantive compliance, and analyze mechanisms that explain their unequal success. Bringing together insights from the legal endogeneity theory and social movements theory, I analyze these activist legal intermediaries as actors faced with unequal structure of opportunities, and examine what factors hinder or favor an activist-driven legal endogeneity. I demonstrate the impact of more prescriptive regulations, the institutional power of union representatives (and their alignment with activists’ claims), reputational stakes for companies, and the resources of activists themselves (legal expertise, ability to reframe laws, and informal power within their organizations). Last, I show how activists leverage organizational and legal tools (collective agreement, diversity policies) to induce recoupling between formal commitments and informal practices.

Describes the Moyer model of price bargaining process with some extensions. Provides evidence supporting the model and findings based on research into part of the UK textile manufacturing and distributive industries. Suggests that the Moyer model provides support to the theory that the channel relationships affect the bargaining interval and buying price.

While staffing agencies are gaining importance in work relationships with the highly skilled workforce, their work relations with highly skilled independent contractors have not been investigated yet. Staffing agencies as labor market intermediaries charge a fee to help independent contractors as well as client organizations to create contracts for services while independent contractors remain self-employed. Besides their growing relevance, their exact role remains unclear. Thus, the purpose of this paper is to analyze the role of staffing agencies in work relationships with highly skilled independent contractors.

The authors applied a mixed-methods design comprising a qualitative interview study with independent contractors and staffing agencies’ representatives (n=29) coupled with a quantitative survey of staffing agencies (n=81).

The analysis shows that staffing agencies are important actors in work relationships with highly skilled independent contractors. However, the relationships can be differentiated into rather standardized ones on the one hand and individualized relations on the other hand. This seems to correspond with differences between sectors.

First, the authors discuss staffing agencies as new intermediaries and highlight their relevance in the negotiation of working conditions. Second, the authors emphasize variations of the role of staffing agencies in triadic work relationships of highly skilled independent contractors in relation to specificities of sectors. Third, the study also adds on organizational support theory and related research.

Work–family conflict (WFC) is a chronic source of stress, threatening contemporary organizations. Employees' own characteristics, which have received limited scientific attention, can help mitigate WFC. The current two studies tested, for the first time, the links of higher-order trait resilience models to WFC, while exploring possible mediators and differentiating the contributions of interpersonal vs. intrapersonal resilient traits.

In study 1, the authors tested a mediation model in which trait negotiation resilience (TNR), which is oriented toward challenges that involve balancing conflicting needs with others, predicted multidimensional (time, strain and behavior based) WFC, through three mediators: emotion regulation (intrapersonal), self-monitoring and work–family balance negotiation (both interpersonally oriented). In study 2, both TNR and the more intrapersonal Connor–Davidson Resilience Scale (CD-RISC) were associated with a global, more parsimonious measurement of WFC. Additionally, TNR's factors were separately correlated with the latter.

TNR associated with lower multidimensional WFC through emotion regulation, which partly mediated TNR's effect; and through self-monitoring, which suppressed TNR's effect because it related to higher WFC (balance negotiation had no effect). In study 2, CD-RISC, but not TNR, related to lower global WFC. Additionally, two intrapersonal TNR factors tended to relate to lower WFC, while one interpersonal factor related to higher WFC.

The studies demonstrate the role of higher-order trait resilience in WFC, while fine-tuning understanding of the contributions of intrapersonal vs. interpersonal resilience. The findings may be relevant to other organizational challenges, beyond WFC, and inform employee recruitment and training.