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1 – 10 of over 37000
Article
Publication date: 1 January 1994

Katherine E. Kemp and William P. Smith

Information exchange is a significant factor in the achievement of integrative agreements in negotiation. However, it is not clear what factors govern information exchange. While…

1475

Abstract

Information exchange is a significant factor in the achievement of integrative agreements in negotiation. However, it is not clear what factors govern information exchange. While tutoring negotiators in information exchange has clearly been shown to be effective, the experiment reported here was concerned with less directive interventions. Negotiators were either (a) alerted to the possibility that the other party's issue priorities were not the same as their own—and hence the problem not fixed pie in nature—(Priority condition); or (b) made aware of the need to look at problems from another's perspective (Perspective condition). Interest was in how these interventions would effect negotiators' spontaneous exchange of potential outcome information, their understanding of the integrative nature of the problem, and their joint outcome from their negotiated agreement, as compared with a control condition. In addition, the role of negotiator firmness in the achievement of integrative agreements was examined. It was found that Priority negotiators engaged in more information exchange, tended to be more accurate in their understanding of the nature of the bargaining problem, and achieved higher joint profits in their agreements than did control negotiators. Pairs whose summed perspective‐taking ability was higher made agreements with higher joint profits than those with lower perspective‐taking ability. Negotiator firmness was higher for the Priority condition than for the control condition. It was concluded that (a) spontaneous exchange of outcome information does occur when negotiators are cued to doubt the fixed pie hypothesis about possible outcomes of negotiation; (b) this exchange is associated with higher joint profits, i.e., with more integrative bargaining; but (c) firmness as well as information exchange appears to play an important role in integrative bargaining; in addition, (d) perspective‐taking does seem to encourage integrative bargaining, but it is difficult to induce, and how it operates is unclear.

Details

International Journal of Conflict Management, vol. 5 no. 1
Type: Research Article
ISSN: 1044-4068

Article
Publication date: 7 June 2021

Dapeng Zhang, Xinbo Sun, Feng Tian and Shunyi Zhou

The internet-based transition is the major trend for Chinese organizations with increasing demands imposed on their organization and management. As the organizational structures…

Abstract

Purpose

The internet-based transition is the major trend for Chinese organizations with increasing demands imposed on their organization and management. As the organizational structures gradually improve flexibility, employees desire respect and development to a greater degree, which has given rise to a new leadership model-integrative leadership. This paper aims to investigate the impact of integrative leadership on employee’s innovation performance through a multilevel analysis.

Design/methodology/approach

This paper proposes the two situational factors employee psychological empowerment and human resource flexibility as the mediating factors impact the relationship between integrative leadership and employee innovation performance. Valid questionnaires were collected from 619 employees from 135 leader groups of High-tech companies in China.

Findings

The results show that integrative leadership has positive impact on employees’ innovation performance through its multilevel impacts on two mediation factors include psychological empowerment of employees and human resource flexibility.

Research limitations/implications

This research used cross-sectional studies due to constraints of research conditions. The measurements of all variables are done simultaneously, whereas the effects of integrative leadership on the development of corporations should be presented in a dynamic process. Therefore, in the future research, vertical research design should be adopted to deeply explore the effectiveness mechanism of integrative leadership in the context of corporate internet-based transition.

Practical implications

In the internet era, leaders cannot blindly pursue organizational performance. They must establish a flexible organizational structure and institutions to provide a platform for employee development, and integrative leaders need to pay attention to inspire the potential of employees and stimulate the enthusiasm of employees.

Originality/value

This study investigates a new leadership-integrative leadership and the relationship between integrative leadership and innovation performance in the context of Internet-based transitional Chinese organizations, thereby making important theoretical contributions as well as offering practical suggestions for improving leadership efficiency and innovation performance.

Article
Publication date: 1 April 1999

J. Keith Murnighan, Linda Babcock, Leigh Thompson and Madan Pillutla

This paper investigates the information dilemma in negotiations: if negotiators reveal information about their priorities and preferences, more efficient agreements may be reached…

1492

Abstract

This paper investigates the information dilemma in negotiations: if negotiators reveal information about their priorities and preferences, more efficient agreements may be reached but the shared information may be used strategically by the other negotiator, to the revealers' disadvantage. We present a theoretical model that focuses on the characteristics of the negotiators, the structure of the negotiation, and the available incentives; it predicts that experienced negotiators will out‐perform naive negotiators on distributive (competitive) tasks, especially when they have information about their counterpart's preferences and the incentives are high—unless the task is primarily integrative, in which case information will contribute to the negotiators maximizing joint gain. Two experiments (one small, one large) showed that the revelation of one's preferences was costly and that experienced negotialors outperformed their naive counterparts by a wide margin, particularly when the task and issues were distributive and incentives were large. Our results help to identify the underlying dynamics of the information dilemma and lead to a discussion of the connections between information and social dilemmas and the potential for avoiding inefficiencies.

Details

International Journal of Conflict Management, vol. 10 no. 4
Type: Research Article
ISSN: 1044-4068

Article
Publication date: 20 February 2019

Christian Fuentes, Johan Hagberg and Hans Kjellberg

The purpose of this paper is to further develop the conceptualization of music consumption in the digital age by examining how contemporary music listening is interweaved with

3496

Abstract

Purpose

The purpose of this paper is to further develop the conceptualization of music consumption in the digital age by examining how contemporary music listening is interweaved with other practices, how it shapes those practices and how it is in turn shaped by them.

Design/methodology/approach

The paper draws on extensive, qualitative interviews with 15 Swedish music consumers. During the course of these interviews, specific situations of everyday music listening were discussed in detail.

Findings

Drawing on practice theory and more specifically the concepts of dispersed and integrative practices, the authors identify and explore a mode of music listening that they term soundtracking, which involves choosing and listening to music mainly to accompany other everyday practices.

Research limitations/implications

As soundtracking grows in importance, music is increasingly consumed as an affective-practical resource. Its significance is then not derived from its ability to demarcate difference and construct consumer identities but from its capacity to evoke emotions and moods than enable and enrich a set of everyday practices.

Practical implications

When music is consumed as part of soundtracking, issues such as the audio quality of music or ownership of material music media become less important, while aspects such as mobility, accessibility and the adaptability of music increase in importance. This has important implications for how and what music should be produced and marketed.

Originality/value

This paper offers an alternative view of contemporary music consumption compared to previous research, which has considered music listening primarily as an integrative practice on which the practitioner is fully focussed. The paper also contributes to practice theory by offering an empirically based understanding of a dispersed practice, showing that such practices are neither without shape nor necessarily very simple in their structure.

Details

European Journal of Marketing, vol. 53 no. 3
Type: Research Article
ISSN: 0309-0566

Keywords

Article
Publication date: 14 August 2017

Elizabeth Chapman, Edward W. Miles and Todd Maurer

Previous research on negotiation skills has focused mostly on the negotiation itself and tactics used when bargaining, while little research has examined the process by which…

8799

Abstract

Purpose

Previous research on negotiation skills has focused mostly on the negotiation itself and tactics used when bargaining, while little research has examined the process by which people become effective negotiators. The purpose of this paper is to develop an initial model from an intra-organizational perspective to outline the factors that contribute to the development of negotiation skills and behaviors by employees.

Design/methodology/approach

This conceptual paper relies on prior research and existing theory to focus on the types of developmental and learning experiences and processes that lead to the acquisition of three specific types of key negotiation skills and behaviors.

Findings

Distributive, integrative, and adaptable negotiation skills are developed most effectively via different learning and development activities, respectively. Additionally, unique individual difference and situational variables could contribute to particular negotiation behaviors, either directly or via an interaction with developmental experiences.

Practical implications

The paper proposes a model for future testing in which results can provide support for tailored/customized training and development of employee negotiation skills. Providing the correct people with the correct tools in the correct manner is always desirable by practitioners.

Originality/value

This proposed holistic model provides new insights, structure, and suggestions for more research on factors that lead to negotiation skill development and exhibition of effective negotiation behaviors. This paper goes beyond description of negotiation tactics and addresses the various negotiation contexts and the unique skills needed for each. Most importantly, the paper addresses how those skills are uniquely and most effectively developed.

Details

Journal of Management Development, vol. 36 no. 7
Type: Research Article
ISSN: 0262-1711

Keywords

Article
Publication date: 1 August 2023

Priyanka Pathak and Sumi Jha

The study explores the current research trends within the responsible leadership (RL) domain and proposes a future research agenda by conducting an extensive review of past…

Abstract

Purpose

The study explores the current research trends within the responsible leadership (RL) domain and proposes a future research agenda by conducting an extensive review of past research. The study aims to understand recent developments in theories, constructs and contexts in RL literature.

Design/methodology/approach

Scopus database is used for the data collection on RL and patterns from 1998–2022. In total, 138 articles were covered for a systematic literature review (SLR) of RL behaviors. Further, the search was extended, and 109 more articles were included for bibliometric analysis of RL using R software. In total, 247 papers were reviewed.

Findings

The results present the consequences and antecedents of RL behaviors with external and internal stakeholders. Literature also indicates that researchers are more attentive to empirical studies with internal stakeholders, such as responsible leaders' impact on employee outcomes. Among theories, stakeholder theory's normative integrative and instrumental perspectives are used with RL.

Research limitations/implications

The first limitation of the study is that this study collected data only from the Scopus database and the choice of language was English. Future studies may use other databases, languages and keywords. Instrumental and integrative RL behavioral styles would help balance organizations' financial and social goals.

Originality/value

This research enhances the literature on RL by combining content and bibliometric analysis to develop a more systematic and comprehensive understanding of integrative and instrumental leadership behaviors.

Details

Benchmarking: An International Journal, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 1463-5771

Keywords

Article
Publication date: 17 July 2018

Jan Svanberg, Peter Öhman and Presha E. Neidermeyer

The purpose of this paper is to investigate the connection between the type of negotiation tactics auditors use when they ask their clients to make adjustments to their financial…

Abstract

Purpose

The purpose of this paper is to investigate the connection between the type of negotiation tactics auditors use when they ask their clients to make adjustments to their financial reports, focusing on three distributive and two integrative negotiation tactics, and whether the auditors identify with their clients.

Design/methodology/approach

A survey was used to capture 152 experienced Swedish audit partners’ perspectives on what type of negotiation technique they would use thinking about their largest client in a hypothetical situation.

Findings

The results show that the more auditors identify with their clients, the more likely they are to adopt two of the distributive negotiation tactics, conceding and compromising.

Originality/value

Building on the findings in the accounting literature that auditors’ identification with clients constrains their judgments, this study finds that auditors’ identification with clients also has an impact on the auditors’ initial selection of negotiation tactics.

Details

Managerial Auditing Journal, vol. 33 no. 6/7
Type: Research Article
ISSN: 0268-6902

Keywords

Book part
Publication date: 26 July 2023

Iryna Kushnir

The Bologna Process (BP) remains a key international framework for guiding higher education development in the European Higher Education Area (EHEA) until 2030. This chapter…

Abstract

The Bologna Process (BP) remains a key international framework for guiding higher education development in the European Higher Education Area (EHEA) until 2030. This chapter traces integrative curriculum ideas in the BP post-2020 and explains why they are symbolic policies. Prior research into curricula in the BP does not explicitly refer to integrative curriculum ideas and does not explore them in the post-2020 context. 2020 marked the deadline for the achievement of a fully functioning EHEA and for setting up new priorities for 2030. This study is informed by the theoretical ideas of soft governance and symbolic policies in the Open Method of Coordination. This chapter addresses the aforementioned gap in the scholarship by relying on a thematic analysis of the first EHEA communique that set the agenda for the post-2020 period – Rome Ministerial Communique (2020) with its three annexes. The findings highlight the following main areas of the integrative curriculum agenda as symbolic policies after 2020: student-centeredness, research-based learning, and the interconnectedness between learning and wider society. This analysis is significant for our understanding of the strengths and weaknesses of the international policy rhetoric about the integrative curriculum which, in turn, defines the effectiveness of the implementation of these ideas in practice.

Details

Integrative Curricula: A Multi-Dimensional Approach to Pedagogy
Type: Book
ISBN: 978-1-80071-462-5

Keywords

Book part
Publication date: 8 June 2007

Nabil Elias and William W. Notz

Like conflict in general, budgetary conflict is perceived by conflicting parties as a zero-sum game or distributive: one party's gain is the other party's loss. We identify an…

Abstract

Like conflict in general, budgetary conflict is perceived by conflicting parties as a zero-sum game or distributive: one party's gain is the other party's loss. We identify an organizational culture that promotes this view as “traditional.” We propose that changing certain elements of organizational culture is sufficient to produce more integrative, nonzero-sum outcomes. We call this changed organizational culture “empowering.” We propose and test the effects of an empowering organizational culture (EOC) in contrast to the traditional organizational culture (TOC). We hypothesize that an EOC would produce more integrative conflict resolution than the typical TOC. Based on our review of the literature, we identify two elements of the EOC that are essential in producing more integrative solutions to budgetary conflict. The two elements that we simultaneously manipulate are the superior's empowering style (or lack thereof) as reflected in encouragement to freely negotiate, and the superior's intervention process in failed negotiations (a process that encourages the search for integrative solutions and avoids imposed compromises that dampen the desire to negotiate). Using a laboratory experiment, 84 subjects forming 42 dyads negotiated the allocation of discretionary budgets face-to-face. The results of the experiment confirm our hypotheses that the EOC produces more integrative budget negotiation outcomes, greater convergence, and greater satisfaction with the outcome than TOC.

Details

Advances in Management Accounting
Type: Book
ISBN: 978-0-7623-1387-7

Article
Publication date: 1 October 2000

Ian Roper

This article explores the implementation of quality management initiatives in four local authorities and considers how far such a scenario offers a possibility for social…

1445

Abstract

This article explores the implementation of quality management initiatives in four local authorities and considers how far such a scenario offers a possibility for social partnership between management and trade unions. Although no collective bargaining processes are defined in the social partnership model, it is contended here that the implied collective bargaining model in social partnership is Walton and McKersie’s “integrative bargaining” model. It is further contended that the scenario of implementing quality management in local government offers all the preconditions for integrative bargaining to take place – both in terms of the legitimate presence of recognised unions and through the pursuit of an issue in which management, staff and trade unions may have mutual interests. In practice, however, conditions for integrative bargaining outcomes did not emerge. Evidence for this was based on assessing senior manager and union branch official opinions through interviews, and on survey responses from Unison members.

Details

Employee Relations, vol. 22 no. 5
Type: Research Article
ISSN: 0142-5455

Keywords

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