value claiming
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2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Jonathan I. Lee ◽  
Daisung Jang ◽  
Elizabeth A. Luckman ◽  
William P. Bottom

Purpose The medium negotiators choose for communication will influence both process and outcome. To understand how medium influences power expression, this paper aims to compare value claiming by asymmetrically powerful negotiators, using face-to-face and computer-mediated messaging across two studies. Following up on long-standing conjectures from prominent coalition researchers, the authors also directly tested the role of the apex negotiator's personality in coalition formation and value expropriation. Design/methodology/approach The authors conducted two laboratory experiments which manipulated communication medium (computer-mediated vs face-to-face) in three- and four-person bargaining. They also varied asymmetry of power so the apex negotiator either could not be left out of a winning coalition (Study 1) or could be (Study 2). The authors measured trait assertiveness along with multiple indicators of hard bargaining behavior. Findings Communicating using instant messages via a computer interface facilitated value claiming for powerful negotiators across both studies. Trait assertiveness correlated with hard bargaining behavior in both studies. An index of hard bargaining behavior mediated the effect of assertiveness on value expropriation but only in the context where the powerful negotiator held a genuine monopoly over coalitions. Originality/value The authors contribute to the literature on multiparty negotiations by demonstrating persistent media effects on power utilization and by finally confirming the conjectures of prominent coalition researchers regarding personality. Though personality traits generate consistent effects on behavior, their influence on negotiation outcomes depends on the power structure. Negotiation theory needs to incorporate structural and situational factors in modelling effects of enduring traits. Negotiation research should move beyond a rigid focus on dyads.


2016 ◽  
Vol 21 (1) ◽  
pp. 111-126 ◽  
Author(s):  
Hillie Aaldering ◽  
Femke S. Ten Velden

Representative negotiations often take a competitive course due to constituency pressures. However, in multi-issue integrative negotiation settings, using a competitive value-claiming strategy may result in less than optimal outcomes for both parties. In this experiment, we compared the negotiation process and outcomes of representatives with hawkish versus dovish constituencies. Representatives with a dovish constituency engaged in more information exchange and less contentious tactics, resulting in fewer impasses and higher quality agreements. Although representatives with a hawkish constituency claimed more value by placing higher demands, this negatively affected not only their joint, but also their individual outcomes. Overall, results suggest that representatives with a dovish constituency achieve better outcomes, both on an individual and dyadic level.


2016 ◽  
Vol 27 (2) ◽  
pp. 146-171 ◽  
Author(s):  
Dejun Tony Kong ◽  
William P. Bottom ◽  
Lee J. Konczak

Purpose The purpose of this paper is to examine how negotiators’ self-evaluated emotion perception is related to value claiming under two incentive schemes. Adopting an ability-motivation interaction perspective, the authors hypothesize that the relationship will be stronger in the contingent (upon value-claiming performance) versus fixed (non-contingent upon value-claiming performance) pay condition. Design/methodology/approach Multi-level analysis of data (120 participants, 60 dyads) from a laboratory study provided evidence supporting the hypothesis proposed in this paper. Findings Emotional perception was indeed more strongly related to value claiming in the contingent pay condition than in the fixed pay condition. Negotiators’ emotion perception also had a direct, positive linkage with relationship satisfaction, regardless of the incentive scheme. Research limitations/implications The limitations of the current paper include self-report measures of emotion perception, a US student sample and a focus on value claiming as the instrumental outcome. The authors urge future research to address these limitations in replicating and extending the current findings. Originality/value The present paper is the first to explicitly test the moderating role of incentive schemes on the linkage between negotiators’ emotion perception and performance. The findings not only show the context-dependent predictive value of negotiators’ emotion perception but also shed light on both negotiation and emotional intelligence (EI) research.


2015 ◽  
Vol 2015 (1) ◽  
pp. 12027
Author(s):  
Yeri Cho ◽  
Teng Zhang ◽  
Jennifer R. Overbeck
Keyword(s):  

Phronesis ◽  
2012 ◽  
Vol 57 (4) ◽  
pp. 332-357 ◽  
Author(s):  
Mark E. Jonas ◽  
Yoshiaki M. Nakazawa ◽  
James Braun
Keyword(s):  

Abstract In Book II of the Republic (370c-372d), Socrates briefly depicts a city where each inhabitant contributes to the welfare of all by performing the role for which he or she is naturally suited. Socrates calls this city the ‘true city’ and the ‘healthy one’. Nearly all commentators have argued that Socrates’ praise of the city cannot be taken at face value, claiming that it does not represent Socrates’ preferred community. The point of this paper is to argue otherwise. The claim is that Socrates genuinely believes the city is a healthy and desirable city, and that he believes that the First City (the so-called ‘city of pigs’) is in fact superior to the Kallipolis.


2008 ◽  
Vol 35 (2) ◽  
pp. 420-444 ◽  
Author(s):  
Ernst Verwaal ◽  
Harry Commandeur ◽  
Willem Verbeke

This study integrates the concepts of value creation and value claiming into a theoretical framework that emphasizes the dependence of resource value maximization on value-claiming motivations in outsourcing decisions. To test this theoretical framework, it develops refutable implications to explain the firm's outsourcing decision, and it uses data from 178 firms in the publishing and printing industry on outsourcing of application services. The results show that in outsourcing decisions, resource value and transaction costs are simultaneously considered and that outsourcing decisions are dependent on alignment between resource and transaction attributes. The findings support a resource contingency view that highlights value-claiming mechanisms as resource contingency in interorganizational strategic decisions.


2006 ◽  
Vol 11 (3) ◽  
pp. 399-429 ◽  
Author(s):  
Deborah Elms

AbstractThis article considers bargaining strategies used by government negotiators in the context of bilateral trade disputes. I argue that trade officials reach the most durable agreements by using an integrative, or value-creating, strategy and avoiding the use of threats. By contrast, a highly distributive, value-claiming strategy coupled with loud public threats is unlikely to result in a durable agreement and frequently leads to deadlocked negotiations. The irony, however, is that American officials use the latter approach more frequently than the former in bilateral trade disputes. These strategies are usually chosen unconsciously in response to perceptions of losses that drive negotiators to select risky approaches to resolve disputes.By examining bargaining strategies in the U.S. disputes with Japan and South Korea over automobiles and auto parts in the 1990s, this article identifies shifts in negotiation strategies. These shifts in approach closely track the outcomes in these two deeply contentious disputes. After protracted and contentious negotiations with Japan, the final outcome represented a failure to achieve the Americans' most important goals. A less confrontational strategy with South Korea ultimately resulted in greater market opening.


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