Anticipating Happiness in a Future Negotiation: Anticipated Happiness, Propensity to Initiate a Negotiation, and Individual Outcomes

Kong, Dejun Tony; Tuncel, Ece; Parks, Judi McLean

doi:10.1111/j.1750-4716.2011.00081.x

Cited by 21 publications

(25 citation statements)

References 102 publications

(143 reference statements)

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“…Instrumentality (i.e., the perceived utility of initiating a negotiation or the perceived association between initiating negotiations and reaching valued outcomes, Reif & Brodbeck, ) is another force driving initiative behavior. A person's decision whether or not to negotiate depends on the anticipated consequences of negotiating (Kong, Tuncel, & McLean Parks, ). Anticipated consequences can include economic and social outcomes.…”

Section: Cognitions Mediate Gender Differences In the Initiation Of Nmentioning

confidence: 99%

Negotiation Contexts: How and Why They Shape Women's and Men's Decision to Negotiate

Reif

Kunz

Kugler

et al. 2019

Negotiation Conflict Man Res

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In the substantial body of research on gender differences in the initiation of negotiation, the findings consistently favor men (Kugler et al., 2018). We propose that this research itself is gendered because negotiation research has traditionally focused on masculine negotiation contexts. In the current study, we replicate the gender effect in initiating negotiations (favoring men) and provide an empirically based selection of “masculine,” “feminine,” and “neutral” negotiation contexts, which can be used for future negotiation research. We show that the negotiation context shapes gender differences such that in specific social contexts, women tend to have even higher initiation intentions compared to men. Negotiation contexts generally seem to differ regarding their affordance to negotiate. We offer a possible explanation for gender effects on initiation intentions by uncovering the mediating role of expectancy considerations across all negotiation contexts, especially in masculine contexts, and instrumentality considerations in specific masculine and feminine contexts.

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Section: Cognitions Mediate Gender Differences In the Initiation Of Nmentioning

confidence: 99%

Negotiation Contexts: How and Why They Shape Women's and Men's Decision to Negotiate

Reif

Kunz

Kugler

et al. 2019

Negotiation Conflict Man Res

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“…And when an individual chooses not to initiate a negotiation, the benefits of this process are at minimum delayed and often lost for one if not all parties. Although often overlooked in early negotiation models and studies, the initiation stage has become recognized in recent years as critical to the negotiation process and business success (Bear, 2011;Kong et al, 2011;Miles, 2010).…”

Section: Discussionmentioning

confidence: 99%

“…Too often, however, individuals fail to take advantage of a negotiating opportunity due to lack of awareness or motivation (Bear, 2011;Kong, Tuncel, & McLean Parks, 2011;Miles, 2010). This failure to initiate can prove costly to all parties, as when chronic organizational problems with known solutions go unsolved, opportunities for joint ventures dissipate for lack of a proposal, and talented employees depart without any warning (Huppertz, 2003).…”

Section: Introductionmentioning

confidence: 99%

The Influence of Power and Individualism-Collectivism on Negotiation Initiation

et al. 2016

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ResumoNegociação é um processo essencial na área de negócios e seu início pode afetar o desenrolar de todo o processo. Embora oportunidades possam ser perdidas quando uma ou mais partes fracassam no começo de uma negociação, essa fase tem sido pouco explorada pelas pesquisas até há bem pouco tempo. Este artigo relata os resultados de um estudo de negociações que examina os efeitos de fatores situacionais/contextuais e culturais no processo de iniciação (acionando a outra parte, fazendo uma solicitação, otimizando a solicitação), concentrando-se especificamente quanto ao poder relativo de barganha (fator situacional) e individualismo-coletivismo. Encontraram-se evidências de que um alto poder de barganha aumenta a probabilidade da intenção de iniciar uma negociação em geral, e, mais especificamente, de fazer uma solicitação e otimizar essa solicitação. Os fatores culturais individualismo e coletivismo também apresentaram evidências que afetam a iniciação de uma negociação: individualistas tiveram maior probabilidade de iniciar uma negociação que os coletivistas, sendo esse efeito aumentado para aqueles individualistas com alto poder relativo de barganha. As implicações práticas e teóricas dos resultados encontrados são discutidas e sugestões de pesquisas futuras são apresentadas.Palavras-chave: negociação; iniciação; poder; cultura; individualismo-coletivismo. AbstractNegotiation is an essential business process, with the initiation of a negotiation likely to affect how the process unfolds. Despite the fact that opportunities are often lost when one or more parties fail to initiate, initiation has until recently been overlooked in negotiation process models and research. This paper reports findings from a study that examines the effects situational/contextual factors and culture have on the initiation process (engaging a prospective counterpart, making a request, and optimizing that request), focusing specifically on relative bargaining power (a situational factor) and individualism-collectivism. Higher bargaining power was found to increase the likelihood of initiation intentionality in general as well as the requesting and optimizing phases more specifically. In addition, individualism/collectivism was also found to affect initiation, with individualists more likely than collectivists to initiate a negotiation. Further, this effect was enhanced when individualists had high relative bargaining power. The theoretical and practical implications of these findings are discussed, with suggestions for future research.

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“…Kong et al. () examined the relationship between the recognition of negotiation opportunities construct from Babcock et al. 's PIN questionnaire and approach versus avoidance goal orientations.…”

Section: Theory and Hypothesesmentioning

confidence: 99%

Initiation Behavior in Negotiations: The Moderating Role of Motivation on the Ability–Intentionality Relationship

Volkema

Kapoutsis

Nikolopoulos

2013

Negotiation Conflict Man Res

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This article reports on a study of the effects of recognition of negotiable opportunities (ability) and self‐efficacy (motivation) on initiation behavior in negotiations, an often overlooked stage of the negotiation process. Three phases of the initiation process are examined—engaging, requesting, and optimizing—through three negotiation scenarios offering corresponding forced‐choice behavioral options. Results suggest that, overall, the recognition of negotiable opportunities and the interaction of recognition and self‐efficacy best predict initiation intentionality. More specifically, recognition and the interaction of recognition and self‐efficacy were significantly associated with the likelihood of making a request, whereas the interaction of recognition and self‐efficacy was significantly associated with the likelihood of optimizing that request. The implications of these findings for practitioners and future research are discussed.

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Anticipating Happiness in a Future Negotiation: Anticipated Happiness, Propensity to Initiate a Negotiation, and Individual Outcomes

Cited by 21 publications

References 102 publications

Negotiation Contexts: How and Why They Shape Women's and Men's Decision to Negotiate

Negotiation Contexts: How and Why They Shape Women's and Men's Decision to Negotiate

The Influence of Power and Individualism-Collectivism on Negotiation Initiation

Initiation Behavior in Negotiations: The Moderating Role of Motivation on the Ability–Intentionality Relationship

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