Culturally varied relationality in buyer-supplier negotiations: a multi-session simulation

Purpose This study aims to explore family incivility as a source of stress originating in the family domain and empirically examine its spillover effects on the workplace. Design/methodology/approach Through integrating the work–family interface model with conservation of resources (COR) theory, this study investigated the effect of family incivility as perceived by employees of the service industry on service sabotage, along with the mediating role of family-to-work conflict (FWC) and the moderating role of work–family centrality. Findings The results of a three-wave survey of 335 employees in China and 62 of their immediate supervisors demonstrated that family incivility was positively related to service sabotage, and FWC also mediated this relationship. Moreover, work–family centrality was found to strengthen the effect of family incivility on FWC, as well as the mediating effect of FWC on the relationship between family incivility and service sabotage. Research limitations/implications This study not only enriched the work–family interface literature but also suggested new insights into sabotage behaviors by focusing on antecedents in the family domain. Practical implications By realizing that family incivility has detrimental effects on service employee behaviors, enterprises and managers should provide greater support for employees in managing family incivility and help them to maintain a better balance between work and family life. Originality/value This study appears to be the first empirical evidence linking a family stressor (i.e. family incivility) with a workplace behavioral outcome in the service industry (i.e. service sabotage).

Section: Spillover Effects Of Family Incivilitymentioning

confidence: 99%

Family-to-work spillover effects of family incivility on employee sabotage in the service industry

Cheng

Xing

Guo

2019

“…This paper is among the first to connect the prior negotiation literature on relationality with a time-dependent dynamic model. With an integrative perspective of dynamic relationality, this paper enriches the extant relational approach to studying negotiations (Cheng et al , 2018; Curhan et al , 2008; Gelfand et al , 2006; Ramirez-Marin and Brett, 2011) and promotes an in-depth understanding of how relationality initiates and evolves in dyadic negotiations over time.…”

Section: Discussionmentioning

confidence: 95%

“…In contrast, the arelational view on negotiation presumes negotiators’ independence and autonomy (Gelfand et al , 2006). There has long been criticism that negotiation studies had overlooked the intrinsic relationality within dyads (Barley, 1991; Cheng et al , 2018; Gelfand et al , 2006; Greenhalgh and Chapman, 1995; Ramirez-Marin and Brett, 2011). The under-researched relationality in mainstream negotiation studies can be in part attributed to institutional concerns.…”

Section: Dynamic Relationality In Negotiationsmentioning

confidence: 99%

Dynamic relationality toward congruence: a symbiotic solution to cross-cultural negotiations

Cheng

2019

Self Cite

Purpose This paper aims to advance an integrative perspective of dynamic relationality in negotiation research by providing a symbiotic solution to modeling the cultural adaptation process in intercultural negotiations. Design/methodology/approach Based on a solution-oriented symbiotic approach, the authors analyze negotiators’ combination strategy to propose the dynamic convergence of dyadic relational negotiation behavior (RNB) both as a descriptive framework and a prescriptive solution to behavioral congruence in intercultural negotiations. The authors use spreadsheet platform with artificial data input to simulate various RNB dynamics between negotiators. Findings The authors identify the research gap between the arelational, static paradigm in negotiation literature and the relational, dynamic reality in negotiation practices, develop a fourfold typology of the existing negotiation research and propose the construct of RNB. The authors simulate the dyadic dynamics of RNB in a symbiotic framework. Results illustrate varied dyadic patterns of convergent RNB dynamics, demonstrating the effectiveness of the symbiotic solution to achieving behavioral congruence under multiple conditions. Propositions are then presented to predict negotiators’ initial relational behavior, describe dyadic coevolution of RNB in intercultural negotiations and explicate the relevant chronic consequences regarding relational and economic capital. Originality/value This paper fills a significant knowledge gap in the extant cross-cultural negotiation literature by addressing dynamic behavioral adaptation through a relational lens. This symbiotic framework is both descriptive in its predictive capacity to simulate the complexity of non-linear negotiation environment, and prescriptive in its directive capacity to guide negotiators’ plan of action given each other’s observed behavior with a probability estimation.

“…2.1 Inter-organizational conflicts and their resolution in transition economies A vibrant study field as it is, conflict management theories aim at explaining and analyzing different levels of conflicts, including individual level, group and team level, organizational level and country level (Caputo et al, 2019;Posthuma, 2005). Although majority of the ongoing discussions primarily focus on individual and team-level conflicts (Posthuma et al, 2011;Peng and Tjosvold, 2011), some recent studies have shifted their attention to more macro unit issues, for example, inter-organizational conflict and its resolutions (Ade, 2019;You et al, 2019;Cheng et al, 2018;Wong et al, 2016). Inter-organizational conflict is defined as a process that starts when a party perceives differences and opposition with another party on interests, resources, practices, beliefs and values or whatever matters to both sides (Ma et al, 2017).…”

Section: Theory and Hypothesismentioning

confidence: 99%

Entrepreneur’s political involvement and inter-organizational conflict resolution in China’s transition economy

Zhong

Song

2020

Purpose This paper aims to explore the influence of entrepreneur’s political involvement on private-own enterprises’ (POEs’) selection of two inter-organizational conflict resolutions approaches (private approach and public approach), in the context of China’s transition economy. Design/methodology/approach Drawing on a sample of POEs operating in China’s transition economy in the year 2000, this study investigates the possible association between the entrepreneur’s political involvement and the approach chosen to resolve inter-organizational conflicts. A further step is taken to look into the implications of such a choice. Findings The empirical study reveals that those POEs with greater entrepreneurial political involvement have the propensity to rely on public approach. In general, POEs are more satisfied with the private approach than the public approach when managing conflicts. Besides, the study shows that the positive effects derived from the entrepreneur’s satisfaction on private approach will be weakened in more established institutions. Originality/value This paper has its unique contribution in highlighting the significance of how entrepreneurs’ political involvement interferes with inter-organizational conflict resolution.