Are men better negotiators everywhere? A meta‐analysis of how gender differences in negotiation performance vary across cultures

Prior research has found that each culture and gender influences negotiation strategies and outcomes, but less is known about their interplay. We integrate these two research streams by providing a meta‐analytic review of the interactive impact of gender and culture on negotiation performance. We reviewed 185 studies that reported gender differences in intracultural negotiation performance across 30 societies that varied across seven cultural dimensions. Results showed that Hofstede's individualism–collectivism, GLOBE's in‐group collectivism and assertiveness practices, and Schwartz's harmony moderated the gender effect on negotiation performance. We found that in cultures lower in individualism, higher in in‐group collectivism practices, lower in assertiveness practices, and higher in harmony, women more likely outperformed men in negotiations. Implications for the role of gender and culture in negotiations and organizations more broadly are discussed.     

Antecedents and consequences of collective psychological ownership: The validation of a conceptual model

We investigate team member feelings of collective psychological ownership (CPO) over teamwork products, the psychological paths that lead to it, and its impact on team workers' evaluations of team effectiveness, turnover intentions, and intentions to champion teamwork products. We focus on the teamwork product as an important target of ownership feelings, building on theories of self-extension, psychological ownership, and team emergent states. In Study 1, we validate measures for three ownership activating experiences (OAE) that have been proposed as paths to CPO (control over, intimate knowledge regarding, and investment in the teamwork product) using two samples of individual team workers (n = 210 and n = 140). In Study 2 (n = 183) and Study 3 (n = 200), we use surveys and a multiwave design to show that team workers' feelings of CPO mediate the relationship between investment in and intimate knowledge regarding the product and team effectiveness evaluations, team turnover intentions, and intentions to champion the work product. In Study 4 (n = 48 teams), CPO was predicted by the ownership activating experiences, at the team level. This research additionally highlights the benefits to organizations of creating conditions for the emergence of employee feelings of shared ownership over teamwork products.     

Understanding trust development in negotiations: An interdependent approach

What affects the way that trust develops in negotiations? In two studies, we used an actor–partner interdependence model to investigate how both negotiators' trust propensity prior to the negotiation and two types of behavior during the negotiation affect negotiators' trust development. Study 1 demonstrated that both focal negotiators' (actors') and their counterparts' (partners') trust propensity were positively associated with negotiators' trust development. Study 2 showed that actors' and partners' trust propensity had an indirect effect on trust development via both actors' and partners' negotiation behaviors. Negotiators' trust propensity positively affected their use of Q&A (questions and answers about interests) and negatively affected their use of S&O (substantiation about positions and single‐issue offers). Actors and partners' negotiation behaviors in turn affected their own and their partners' trust development. Our studies propose and test a model to understand how negotiators' trust propensity and negotiation behaviors affect the development of trust in negotiation. Copyright © 2016 John Wiley & Sons, Ltd.     

Leader–member exchange,organizational identification,and knowledge hiding: The moderating role of relative leader–member exchange

In this article, we sought to identify a new interpersonal antecedent of knowledge hiding, namely, leader–member exchange (LMX). Drawing on the group engagement model (an extension of social identity theory within the group/organization context), we built a theoretical model linking LMX and knowledge hiding. This model focuses on the mediating role of organizational identification and the moderating role of relative LMX in influencing the mediation. Using two time‐lagged studies (Study 1: n = 317; Study 2: n = 248) conducted in China, we examined our research model. Study 1 provided support for the proposed hypotheses for evasive hiding and playing dumb but not for rationalized hiding. Study 2 replicated and extended our findings. Results revealed that (a) LMX was negatively related to evasive hiding and playing dumb but not to rationalized hiding; (b) organizational identification mediated the influence of LMX on evasive hiding and playing dumb but not on rationalized hiding; and (c) relative LMX not only moderated the relationship between LMX and organizational identification but also reinforced the indirect effect of LMX on evasive hiding and playing dumb but not on rationalized hiding (via organizational identification). The implications, limitations, and future research directions are also discussed.     

Change in job conditions,change in psychological distress,and gender: a longitudinal study of dual-earner couples

Building on the Job-Strain Theory, we estimated three relationships in a random sample of 201 full-time employed men and women in dual-earner couples interviewed three times over a 2-year period. We first estimated the main effects relationships between change over time in employees' experiences of job demands and job control and change over time in psychological distress. Then we estimated the interaction effects relationship of change in job demands on the relationship between change in job control and change in distress. Finally, we estimated the interaction effects of gender on these relationships. Job control was disaggregated into two conceptually distinct job conditions: skill discretion and decision authority. Controlling for other potentially stressful job conditions such as pay adequacy, job security, and relations with supervisor, as well as trait anxiety (an indicator of negative affectivity), change over time in job demands and skill discretion, but not decision authority, was related to change over time in psychological distress. Equally, for full-time employed women and men in dual-earner couples, if concerns about having to do dull, monotonous work increase over time, distress increases; if concerns about having to work under pressure of time and conflicting demands increase over time, distress increases. Finally, neither average skill discretion nor change over time in skill discretion moderated the relationship between job demands and psychological distress. Thus, at every level of skill discretion, high job demands were related to high distress. © 1997 John Wiley & Sons, Ltd.     

Let's get this meeting started: Meeting lateness and actual meeting outcomes

Meeting lateness is pervasive and potentially highly consequential for individuals, groups, and organizations. In Study 1, we first examined base rates of lateness to meetings in an employee sample and found that meeting lateness is negatively related to both meeting satisfaction and effectiveness. We then conducted 2 lab studies to better understand the nature of this negative relationship between meeting lateness and meeting outcomes. In Study 2, we manipulated meeting lateness using a confederate and showed that participants' anticipated meeting satisfaction and effectiveness were significantly lower when meetings started late. In Study 3, participants holding actual group meetings were randomly and blindly assigned to either a 10 min late, 5 min late, or a control condition (n = 16 groups in each condition). We found significant differences concerning participants' perceived meeting satisfaction and meeting effectiveness, as well as objective group performance outcomes (number, quality, and feasibility of ideas produced in the meeting). We also identified differences in negative socioemotional group interaction behaviors depending on meeting lateness. In concert, our findings establish meeting lateness as an important organizational phenomenon and provide important conceptual and empirical implications for meeting research and practice.     

Lying in negotiations: how individual and situational factors influence the use of neutralization strategies

Lying in negotiations can cause negative emotions, so participants may use neutralization strategies to reduce these feelings. We conducted a 2 (ethical versus non‐ethical climate) × 2 (low versus high negative consequences) experiment to examine how individual and situational factors affect the use of three such strategies: minimizing the lie, denigration of the target, and denial. Lying, psychological distress, and self‐perceived moral attributes were measured as non‐manipulated independent variables. One hundred and ninety‐two MBA students participated in a business negotiation in which they were provided with incentives to lie. As predicted, higher distress was associated with greater denial of lies. In addition, climate and consequences interacted to affect minimization and liars engaged in less minimization than did participants who merely concealed information. Climate and moral attributes interacted to affect denigration. We believe these findings support further study of neutralization strategies in the workplace. Copyright © 2005 John Wiley & Sons, Ltd.     

When the going gets tough: Employee reactions to large-scale organizational change and the role of employee Machiavellianism

Large-scale, long-term change initiatives take time to unfold, which can be a source of uncertainty and strain. Investigating the initial 19 months of a large-scale change, we argue that during these stages, employees' change-related beliefs become more negative over time, which negatively affects their work engagement and, ultimately, increases their turnover intentions. Furthermore, we investigate the impact of a trait, Machiavellianism, on change reactions and propose that employees high in Machiavellianism react more negatively during change processes as they are especially susceptible to uncertainty and stress. We test our (cross-level) moderated mediation model in a three-wave longitudinal study among employees undergoing a large-scale change (T1: n = 1,602; T2: n = 1,113; T3: n = 759). We find that employees' beliefs about the impact and value of the change are indeed negatively related to change duration and that decreases in these perceptions come with a decline in engagement and increases in turnover intentions. Moreover, employees high in Machiavellianism react more strongly to a deterioration in change-related beliefs, showing stronger reductions in engagement and stronger increases in turnover intentions than employees low in Machiavellianism. Our study offers explanations for the negative effects of large-scale changes including an explanatory factor for disparate employee reactions to change over time.     

Effectiveness of a physical activity program on weight,physical fitness,occupational stress,job satisfaction and quality of life of overweight employees in high-tech industries: a randomized controlled study

Introduction. This study aimed to examine the effectiveness of a physical activity (PA) program on weight control, physical fitness, occupational stress, job satisfaction and quality of life of overweight and sedentary employees in high-tech industries. Methods. Participants in the intervention group (n?=?37) were instructed to carry out a PA program at moderate intensity for 60?min/session, 3 sessions/week for 12 weeks. Those in the control group (n?=?38) received no PA program and were asked to continue their routine lifestyle. Evaluations were performed at baseline and at the end of the intervention. Results of structured questionnaires and blood biochemistry tests and evaluations of physical fitness were analyzed. Results. The PA program effectively reduced the number of risk factors for metabolic syndrome and body fat percentage, and improved physical fitness such as flexibility, muscular strength and endurance and cardiorespiratory endurance. The intervention also significantly decreased levels of serum triglyceride, total cholesterol and low-density lipoprotein cholesterol. Significant positive effects on work control, interpersonal relationships at work, global job satisfaction and quality of life were also demonstrated. Conclusion. This study showed that a PA program can be helpful in improving physical, physiological and psychological outcomes for overweight and sedentary employees in high-tech industries.     

Multiple categorization in resume screening: Examining effects on hiring discrimination against Arab applicants in field and lab settings

Debate exists as to what the more appropriate prediction is regarding the effects of multiple stigmatized group memberships on employment discrimination. The ethnic prominence (EP), multiple minority status (MMS), and subordinate male target hypotheses were assessed for the combined effects of ethnic group membership (Arabic), sex, social status, and job type on hiring evaluations. Two correspondence tests in the field (Study 1) and two experimental studies in the lab (Study 2) and in the field (Study 3) were conducted. Studies 1 and 2 showed evidence for the EP hypothesis when low‐status jobs were tested. The odds for rejection were four times higher for Arab than for Dutch applicants. Applicants' sex, socio‐economic status, and external client contact did not moderate findings (Study 1). The effect of applicants' ethnic group membership was further moderated by raters' motivation to control prejudice (Study 2). Study 3 showed evidence for the MMS hypothesis. We found double jeopardy against Arab women who applied for high‐status jobs when recruiters' prejudice was controlled. Study findings show that discrimination in resume screening may depend upon the particular intersection of applicant, job, and recruiter characteristics. We discussed implications for anonymous resume screening and research on evaluation of applicants possessing multiple stigmatizing characteristics. Copyright © 2011 John Wiley & Sons, Ltd.     

Employed mothers: Interrole conflict,spouse support and marital functioning

Increased participation by mothers in the labour force may exert a negative effect on working mothers themselves (e.g. interrole conflict) and influence the marital relationship negatively. Recent research suggests that not all individuals experiencing psychological distress suffer psychological strain (e.g. marital discord). Rather, variables such as social support moderate negative effects of psychological stressors. To test this, sixty-four employed mothers (M age = 36 years) completed interrole conflict and spouse support scales. Marital satisfaction, verbal and nonverbal communication were the criteria operationalized to assess marital functioning. Using moderated multiple regression analyses, interrole conflict and spouse support predicted marital satisfaction and verbal communication significantly. In addition, spouse support may moderate negative effects of interrole conflict on marital satisfaction and verbal communication. With regard to nonverbal communication, spouse support was both a significant main effect and possibly a moderator of interrole conflict. The role of spouse support, conceptual and treatment implications, and future research priorities are identified.     

A double‐edged sword: The moderating role of conscientiousness in the relationships between work stressors,psychological strain,and job performance

Although conscientiousness was commonly viewed as a type of personal resource to help individuals reduce strain or mitigate the impacts of stressors, empirical research demonstrated mixed results. Based on the personal resource allocation perspective, we posited that rather than functioning as personal resource per se, conscientiousness may act as a key factor influencing how individuals allocate their personal resources. The current study examined the moderating roles of conscientiousness in the relationships that work stressors (i.e., challenge stressors and hindrance stressors) have with employee psychological strain and job performance by using multi‐source, time‐lagged data collected from 250 employees working at two companies. The results showed that both challenge stressors and hindrance stressors were positively related to psychological strain. Conscientiousness moderated the relationships between both stressors and psychological strain, such that the positive relationships were stronger for individuals with high conscientiousness. Conscientiousness also moderated the relationship between challenge stressors and performance, such that the relationship was positive for individuals with high conscientiousness but negative for those with low conscientiousness. Altogether, the findings suggest that conscientiousness acts as a double‐edged sword that both promotes performance and exacerbates the stress reaction of employees when they are confronted with stressful situations. Copyright © 2014 John Wiley & Sons, Ltd.     

How do leadership motives affect informal and formal leadership emergence?

To what extent and in what ways do leadership motives of potential leaders predict their informal and formal leadership assignments? To address these questions, we conducted two studies in a military setting. In the first study (n = 215), we examined a mediated‐moderation model in which we hypothesized that the motivation to lead (MTL) of candidates to an elite unit would predict their teamwork behaviors and their tendency to emerge as leaders of their peers. We further hypothesized that cognitive ability would interact with MTL to predict teamwork behaviors and that teamwork behaviors would mediate the relationship between this interaction and leadership emergence. In Study 2, we followed up 60 candidates who were selected to the unit and examined whether MTL would predict the extent to which they achieved formal leadership roles. The findings of Study 1 supported the hypotheses included in the moderated mediation model. In Study 2, as expected, MTL predicted formal leadership emergence. We discuss several theoretical implications of these findings. Copyright © 2012 John Wiley & Sons, Ltd.     

Being watched over by a conversation robot may enhance safety in simulated driving

IntroductionIn an aging society that is more and more information-oriented, being able to replace human passengers’ protective effects on vehicle drivers with those of social robots is both essential and promising. However, the effects of a social robot’s presence on drivers have not yet been fully explored. Thus, using a driving simulator and a conversation robot, this experimental study had two main goals: (a) to find out whether social robots’ anthropomorphic qualities (i.e., not the practical information the robot provides drivers) have protective effects by promoting attentive driving and alleviating crash risks; and (b) by what psychological processes such effects emerge. Method: Participants were recruited from young (n = 38), the middle-aged (n = 39), and the elderly (n = 49) age groups. They were assigned to either the treatment group (simulated driving in a conversation robot’s presence) or the control group (simulated driving alone), and their driving performance was measured. Mental states (peaceful, concentrating, and reflective) also were assessed in a post-driving questionnaire using our original scales. Results: Although the group of older participants did not experience protective effects (perhaps due to motion sickness), the young participants drove attentively, with the robot enhancing peace of mind. The protective effect was also observed among the middle-aged participants, and the verbal data analysis ascribed this to the robot’s role of expressing sympathy, especially when the middle-aged drivers nearly had not-at-fault crashes, which caused them to be stressed. In conclusion, we discuss the practical implications of the results.     

Social support and managerial affective responses to job stress

This research examines the moderating or buffering effects of two social support variables—support from the work group and from the supervisor—on the relationships of role conflict and ambiguity to intrinsic job satisfaction, job involvement and job anxiety. Data were collected from a sample of 89 middle-lower managerial personnel in a large, heavy equipment manufacturing firm in the Midwest. The moderated regression technique was used in data analysis. Significant interactions were obtained between the role variables and both social support variables. The results were in the predicted direction for positive work outcomes (i.e. job satisfaction and involvement) and contrary to prediction for negative work outcome (i.e. job anxiety). Implications of the findings for future research, the management of stress and leadership behaviour are discussed.     

Dignity,face, and honor cultures: A study of negotiation strategy and outcomes in three cultures

This study compares negotiation strategy and outcomes in countries illustrating dignity, face, and honor cultures. Hypotheses predict cultural differences in negotiators' aspirations, use of strategy, and outcomes based on the implications of differences in self‐worth and social structures in dignity, face, and honor cultures. Data were from a face‐to‐face negotiation simulation; participants were intra‐cultural samples from the USA (dignity), China (face), and Qatar (honor). The empirical results provide strong evidence for the predictions concerning the reliance on more competitive negotiation strategies in honor and face cultures relative to dignity cultures in this context of negotiating a new business relationship. The study makes two important theoretical contributions. First, it proposes how and why people in a previously understudied part of the world, that is, the Middle East, use negotiation strategy. Second, it addresses a conundrum in the East Asian literature on negotiation: the theory and research that emphasize the norms of harmony and cooperation in social interaction versus empirical evidence that negotiations in East Asia are highly competitive. Copyright © 2016 John Wiley & Sons, Ltd.     

Restructured frame‐of‐reference training improves rating accuracy

The use of heuristic judgments is prevalent in organizations and negatively impacts accurate employee assessments. To minimize the negative impact of heuristic judgments (i.e., anchoring and adjustment), we aim to improve rating accuracy by restructuring frame‐of‐reference (FOR) training. We conducted five studies (N = 1,143) using different samples (three including participants with hiring experience), training environments (onsite and online), and rating contexts (evaluations of sales representatives, teachers, contract negotiation specialists, and retail store managers). Across the five studies, the average improvement in rating accuracy was at least twice as large for restructured FOR (vs. control) training as it was for typical FOR (vs. control) training; the difference in rating accuracy between restructured and typical FOR training was statistically significant. Furthermore, minimizing the anchoring effect rather than increasing opportunities for rating adjustments improved rating accuracy (Study 4). Finally, restructured FOR training achieved higher criterion validity (i.e., a higher strength of the association between ratings regarding a target and the target's objective performance) than did typical FOR training (Studies 3 and 5). We discuss implications for improving the effectiveness of diverse training programs and the accuracy of judgments in organizations.     

Flicker Test as a Load Measurement During the Combined Effect of Heat and Noise

This study was a joint physiological and psychological experiment undertaken to determine changes in physiological and psychological human functions under the combined influence of heat, noise, and physical activity. Seven experimental situations were simulated in a climatic chamber with different configurations of three independent variables: heat (40 °C), noise (98 dB), and physical effort (30% of maximum volume of oxygen uptake—V0₂ max). Five psychological variables (critical flicker fusion—CFF, hand tremor, reaction time, subjective climate evaluation, and subjective evaluation of the given condition load) and two physiological variables (heart rate and rectal temperature) were monitored. Results indicate that CFF changed (increased) significantly when more than one experimental variable was applied. These changes coincided with significant changes in both subjective climate evaluation and subjective evaluation of a given condition load. There were no significant changes in psychomotor functions (hand tremor and reaction time). None of the observed physiological parameters were above the critical value. The results suggest that CFF can be treated as a psychophysical load indicator.     

The more I want,the less I have left to give: The moderating role of psychological entitlement on the relationship between psychological contract violation,depressive mood states,and citizenship behavior

Research has emphasized the negative effects of organizations' broken promises and failed obligations on employee attitudes and behaviors. However, not all employees respond in the same manner. This paper integrates research on psychological contracts and psychological entitlement to examine how individuals with exceedingly high demands and expectations react to a perceived letdown by the organization. Drawing on conservation of resources theory, we argue that a psychological contract violation is associated with employee depressive mood states, which, in turn, influence the amount of citizenship behavior displayed. We further posit that psychological entitlement moderates the link between contract violation and depressive mood states. Using Hayes' PROCESS macro to assess a moderated mediation model, findings from a multi‐source field study support our predictions. This research contributes to the work on psychological contracts and psychological entitlement on multiple fronts. Suggestions for future research and practical implications for managers are discussed. Copyright © 2016 John Wiley & Sons, Ltd.     

The mediating role of overall fairness and the moderating role of trust certainty in justice–criteria relationships: the formation and use of fairness heuristics in the workplace

Theory suggests that perceptions of overall fairness play an important role in the justice judgment process, yet overall fairness is insufficiently studied. We derived hypotheses from fairness heuristic theory, which proposes that perceptions of overall fairness are influenced by different types of justice, are more proximal predictors of responses than specific justice types, and are used to infer trust when trust certainty is low. Results from Study 1 (N = 1340) showed that employees' perceptions of overall fairness in relation to a senior management team mediated the relationships between specific types of justice and employee outcomes (e.g., affective commitment). In Study 2 (N = 881), these mediated effects were replicated and trust certainty moderated the effect of overall fairness on trust as hypothesized. Study 2 also showed that, relative to procedural and informational justice, distributive and interpersonal justice had stronger effects on overall fairness. To explore how the organizational context may have influenced these findings, we performed qualitative analyses in Study 3 (N = 268). Results suggested that, consistent with the quantitative findings from Study 2, some types of justice were more salient than others. We discuss the implications of our findings for theory, research, and practice. Copyright © 2008 John Wiley & Sons, Ltd.