International Journal of Conflict Management最新文献

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Leading without position power: preliminary validation of the multiparty collaborative leadership scale (MCLS) 无职位权力的领导:多方协同领导量表(MCLS)的初步验证
3区 管理学
International Journal of Conflict Management Pub Date : 2023-09-13 DOI: 10.1108/ijcma-01-2023-0014
Petru Lucian Curseu, Sandra G.L. Schruijer
{"title":"Leading without position power: preliminary validation of the multiparty collaborative leadership scale (MCLS)","authors":"Petru Lucian Curseu, Sandra G.L. Schruijer","doi":"10.1108/ijcma-01-2023-0014","DOIUrl":"https://doi.org/10.1108/ijcma-01-2023-0014","url":null,"abstract":"Purpose This paper aims to report the development of the multiparty collaborative leadership scale (MCLS) that assesses four dimensions of collaborative leadership that have been defined in the literature regarding the functions of collaborative leadership in intra- and interorganizational settings. Design/methodology/approach The authors have tested the validity and reliability of the MCLS in a sample of 110 managers and professionals who participated in five multiparty collaboration workshops, each lasting for two days. The authors used multilevel analyses to test the construct, discriminant and predictive validity of the MCLS. Findings The results generally supported the reliability and validity of the MCLS. The scale has good internal consistency and in terms of validation, the authors show that MCLS negatively predicts the conflictuality and positively predicts the collaborativeness of the leading party as well as trust in the multiparty system and its entitativity. Research limitations/implications The MCLS can be used to extend literature on collaborative leadership and generate insights on the antecedents and consequences of effective collaborative leadership in multiparty systems. Social implications Multiparty systems are set to deal with important societal challenges and mediators involved in multiparty issues are asked to settle important international disputes and conflicts. Understanding collaborative leadership in such systems and its role in establishing effective multiparty collaboration is key. The MCLS can be used as a research instrument and as a development tool toward realizing much-needed collaboration. Originality/value The authors present a first attempt to develop a short scale to assess collaborative leadership in complex systems in which participating stakeholders lack position power.","PeriodicalId":47382,"journal":{"name":"International Journal of Conflict Management","volume":"36 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2023-09-13","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"134990278","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 1
Resolving conflict in interpersonal relationships using passive, aggressive, and assertive verbal statements 使用被动、攻击性和自信的口头陈述解决人际关系中的冲突
IF 3.3 3区 管理学
International Journal of Conflict Management Pub Date : 2023-09-06 DOI: 10.1108/ijcma-03-2023-0048
Steve Winer, Leslie Ramos Salazar, Amy M. Anderson, Mike Busch
{"title":"Resolving conflict in interpersonal relationships using passive, aggressive, and assertive verbal statements","authors":"Steve Winer, Leslie Ramos Salazar, Amy M. Anderson, Mike Busch","doi":"10.1108/ijcma-03-2023-0048","DOIUrl":"https://doi.org/10.1108/ijcma-03-2023-0048","url":null,"abstract":"\u0000Purpose\u0000The purpose of this study is to extend Bippus and Young’s (2005) study and examine the effectiveness of the “I-you,” “I,” “You,” “We,” “But” and Question-based “Why” statements from Winer’s (2021) verbal coding program of conflict management using Bandura’s (1977) social learning theory (SLT).\u0000\u0000\u0000Design/methodology/approach\u0000Mixed methods were used using 175 university students from Texas and New York. A cross-sectional convenience sampling approach was conducted. Survey data was collected using Qualtrics.\u0000\u0000\u0000Findings\u0000Descriptive results demonstrated that the “We” statement was the most passive, the “I-you” statement was the most assertive and the “But,” “I,” “You” and Question statements were perceived to be aggressive. In addition, assertive “I-You” statements were perceived to be more effective in resolving the conflict and maintaining a relationship, whereas aggressive statements were less likely to resolve the conflict and maintain the relationship. Qualitative themes also support the “I-You” statement as the most assertive, while the “But,” “You” and “I” statements were found to be the most aggressive statements.\u0000\u0000\u0000Practical implications\u0000Implications and applications are discussed to stimulate future research among researchers and practitioners when addressing conflict. Being aware of the verbal statements that de-escalate conflict may be helpful in solving conflict in interpersonal, family and professional relationships. Future trainings can adopt effective verbal statements to resolve conflict when experiencing anger issues. Future research can continue to investigate verbal communication statements using SLT to help practitioners and managers address conflict in interpersonal relationships.\u0000\u0000\u0000Originality/value\u0000This study examines verbal statements in relation to communication styles and conflict management.\u0000","PeriodicalId":47382,"journal":{"name":"International Journal of Conflict Management","volume":" ","pages":""},"PeriodicalIF":3.3,"publicationDate":"2023-09-06","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"42451237","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 0
Mapping the knowledge base and theoretical evolution of workplace conflict outcomes: a bibliometric and qualitative review, 1972–2022 绘制工作场所冲突结果的知识基础和理论演变:文献计量学和定性回顾,1972-2022
IF 3.3 3区 管理学
International Journal of Conflict Management Pub Date : 2023-09-05 DOI: 10.1108/ijcma-02-2023-0025
Mengting Su, Parisa Rungruang
{"title":"Mapping the knowledge base and theoretical evolution of workplace conflict outcomes: a bibliometric and qualitative review, 1972–2022","authors":"Mengting Su, Parisa Rungruang","doi":"10.1108/ijcma-02-2023-0025","DOIUrl":"https://doi.org/10.1108/ijcma-02-2023-0025","url":null,"abstract":"\u0000Purpose\u0000This study aims to understand workplace conflict outcomes (WCO) literature and identify the research gaps by mapping its knowledge base and theoretical evolution.\u0000\u0000\u0000Design/methodology/approach\u0000This study combines bibliometric and qualitative analysis and encompasses 1,043 Scopus-indexed documents published between 1972 and 2022. The bibliometric analysis used VOSviewer, Excel and Tableau software for descriptive statistics, citation and co-citation analyses of publication patterns, authors, documents and journals. The qualitative analysis critiqued main theoretical perspectives and topical interests.\u0000\u0000\u0000Findings\u0000This study revealed a significant increase in literature after 2000, with authors representing 70 societies, primarily the USA, China, Australia, Canada and the Netherlands. Influential authors and their canonical articles were identified, including Jehn, De Dreu, Spector, Amason and Pelled. Highly cited articles focused on task, relationship, role and process conflict. Four main theoretical schools were categorized: conflict type paradigm, individual differences, conflict cooccurrence and conflict dynamics. Influential journals spanned psychology, management, negotiation and decision-making and business and marketing fields, including JAP, AMJ, ASQ, JM, JOB, AMR, IJCMA and OS.\u0000\u0000\u0000Research limitations/implications\u0000This study provides implications for future bibliometric analyses, theoretical and empirical studies, practitioners and society based on its quantitative and qualitative findings.\u0000\u0000\u0000Originality/value\u0000To the best of the authors’ knowledge, this study represents the first bibliometric review of WCO literature, serving as a baseline for tracking the field’s evolution and theoretical advancements.\u0000","PeriodicalId":47382,"journal":{"name":"International Journal of Conflict Management","volume":" ","pages":""},"PeriodicalIF":3.3,"publicationDate":"2023-09-05","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"41904941","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 0
Foreign language effect in negotiations: negotiation language and framing effect on contract terms and subjective outcomes 谈判中的外语效应:谈判语言和框架效应对合同条款和主观结果的影响
IF 3.3 3区 管理学
International Journal of Conflict Management Pub Date : 2023-09-01 DOI: 10.1108/ijcma-03-2023-0052
Jung Hyun Lee, Hillary Anger Elfenbein, W. Bottom
{"title":"Foreign language effect in negotiations: negotiation language and framing effect on contract terms and subjective outcomes","authors":"Jung Hyun Lee, Hillary Anger Elfenbein, W. Bottom","doi":"10.1108/ijcma-03-2023-0052","DOIUrl":"https://doi.org/10.1108/ijcma-03-2023-0052","url":null,"abstract":"\u0000Purpose\u0000This study aims to test negotiation outcomes when bilinguals negotiate in a foreign rather than their native language. Decision research on the foreign language effect indicates that bilingual individuals may be less susceptible to framing bias when using a foreign language because they make less emotional and biased choices. With increasing international business activity, there is a pressing need to examine the effect of language on bilingual negotiators.\u0000\u0000\u0000Design/methodology/approach\u0000The authors tested the hypotheses using a two (task frame: gain vs loss) × 2 (language: foreign vs native) factorial design recruiting 246 Korean–English bilinguals. A negotiation simulation with three issues was used, and participants exchanged offers with a preprogrammed computer they believed to be a real counterpart.\u0000\u0000\u0000Findings\u0000There was no significant interaction effect between framing and language on the offers made, but the framing effect was mitigated and nonsignificant for negotiators who used their foreign language. The interaction between framing and language conditions significantly affected negotiators’ positive emotions and satisfaction with the negotiation.\u0000\u0000\u0000Originality/value\u0000The uniqueness of this paper is related to its effort to investigate the effect of negotiation language on a negotiator’s decision-making. Considering globalization and the increasing prevalence of international negotiations, this paper has implications for researchers and practitioners.\u0000","PeriodicalId":47382,"journal":{"name":"International Journal of Conflict Management","volume":" ","pages":""},"PeriodicalIF":3.3,"publicationDate":"2023-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"46381672","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 0
A role that takes its toll? The moderating role of leadership in role stress and exposure to workplace bullying 一个付出代价的角色?领导在角色压力和职场欺凌暴露中的调节作用
IF 3.3 3区 管理学
International Journal of Conflict Management Pub Date : 2023-08-22 DOI: 10.1108/ijcma-03-2023-0047
Piotr Stapinski, Brita Bjørkelo, P. D’Cruz, E. G. Mikkelsen, Małgorzata Gamian-Wilk
{"title":"A role that takes its toll? The moderating role of leadership in role stress and exposure to workplace bullying","authors":"Piotr Stapinski, Brita Bjørkelo, P. D’Cruz, E. G. Mikkelsen, Małgorzata Gamian-Wilk","doi":"10.1108/ijcma-03-2023-0047","DOIUrl":"https://doi.org/10.1108/ijcma-03-2023-0047","url":null,"abstract":"\u0000Purpose\u0000The purpose of the article is to provide further evidence for the work environment hypothesis. According to the work environment hypothesis and as documented by empirical evidence, organizational factors play a crucial role in the development of workplace bullying. However, to better understand and prevent bullying at work and establish sustainable, responsible and ethical workplaces, it is crucial to understand which organizational factors are particularly important in the development of bullying and how these factors, independently and combined, act as precursors to bullying over time. One prominent theory that explains how organizational and individual factors interact is the affective events theory (AET).\u0000\u0000\u0000Design/methodology/approach\u0000In a two-wave, time-lagged study (N = 364), the authors apply AET to test and explain the interplay of organizational factors in the development of bullying at work.\u0000\u0000\u0000Findings\u0000The results revealed that supportive and fair leadership moderates the relationship between role stress and exposure to workplace bullying.\u0000\u0000\u0000Practical implications\u0000Knowledge of the buffering role of supportive and fair leadership practices is important when implementing organizational interventions aimed at preventing bullying at work.\u0000\u0000\u0000Originality/value\u0000Although previous studies have shown the general protecting effects of supportive leadership on exposure to bullying, the current study indicates that high level of supportive and fair leadership practices decreases the level of exposure to bullying, even when role ambiguity and role conflict are relatively high.\u0000","PeriodicalId":47382,"journal":{"name":"International Journal of Conflict Management","volume":" ","pages":""},"PeriodicalIF":3.3,"publicationDate":"2023-08-22","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"43078776","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 0
Does injustice perception threaten organizational performance in the healthcare setting? A sequential mediation examination 不公正的认知是否会威胁到医疗环境中的组织绩效?顺序中介检查
IF 3.3 3区 管理学
International Journal of Conflict Management Pub Date : 2023-08-18 DOI: 10.1108/ijcma-05-2023-0100
Mukaram Khan, J. Kumar, Muhammad Haroon Shoukat, Kareem M. Selem
{"title":"Does injustice perception threaten organizational performance in the healthcare setting? A sequential mediation examination","authors":"Mukaram Khan, J. Kumar, Muhammad Haroon Shoukat, Kareem M. Selem","doi":"10.1108/ijcma-05-2023-0100","DOIUrl":"https://doi.org/10.1108/ijcma-05-2023-0100","url":null,"abstract":"\u0000Purpose\u0000This paper aims to explore the role of perceived organizational injustice (POI) leading to workplace conflict in determining organizational performance (OP) among healthcare employees. This paper also examines the serial mediating effects of moral disengagement (MD) and knowledge hiding (KH).\u0000\u0000\u0000Design/methodology/approach\u0000In all, 244 public and private hospital employees in Pakistan provided the data set.\u0000\u0000\u0000Findings\u0000According to partial least squares-structural equation modeling findings, the negative association between POI and OP was serially mediated by KH and MD. The recovery process underlying the linkage between POI and OP is tested and highlighted in this paper as a first step in unraveling it.\u0000\u0000\u0000Research limitations/implications\u0000The findings highlight the significance of taking moral and KH models into account when attempting to understand the moral cognitive processes that employees go through when they see injustice. Organizations should guarantee the equitable distribution of incentives and resources, as distributive and procedural justices are concerned with organizations.\u0000\u0000\u0000Originality/value\u0000By directing actions meant to prevent MD and KH, the findings may potentially inspire new, more focused treatments to safeguard patient safety and avoid losses in the healthcare industry. One way to reduce unethical conduct and MD is to have people declare or agree to a code of ethics.\u0000","PeriodicalId":47382,"journal":{"name":"International Journal of Conflict Management","volume":" ","pages":""},"PeriodicalIF":3.3,"publicationDate":"2023-08-18","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"41856065","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 3
A mindfulness perspective on the link between abusive supervision climate and team conflict 从正念角度看滥用监管氛围与团队冲突之间的关系
IF 3.3 3区 管理学
International Journal of Conflict Management Pub Date : 2023-08-11 DOI: 10.1108/ijcma-03-2023-0035
Y. Qu, G. Todorova, M. Dasborough, Yunxia Shi
{"title":"A mindfulness perspective on the link between abusive supervision climate and team conflict","authors":"Y. Qu, G. Todorova, M. Dasborough, Yunxia Shi","doi":"10.1108/ijcma-03-2023-0035","DOIUrl":"https://doi.org/10.1108/ijcma-03-2023-0035","url":null,"abstract":"\u0000Purpose\u0000The purpose of this study is to examine whether and how abusive supervision climate impacts team conflict from a mindfulness perspective. Prior research has identified serious dysfunctional effects of abusive supervision climate in teams. Team conflict, which is often a signal for dysfunctional relationships in teams, has however received limited attention. To contribute to this line of research, this study develops and tests a theoretical model on the role of team mindfulness in understanding the link between abusive supervision climate and task, process, and relationship conflict.\u0000\u0000\u0000Design/methodology/approach\u0000To test the theoretical model, this study collected and analyzed two-wave time-lagged data from 499 employees in 92 teams.\u0000\u0000\u0000Findings\u0000The results showed that abusive supervision climate aggravated task conflict and process conflict via diminishing levels of team mindfulness. Abusive supervision climate also exacerbated relationship conflict, but the effects did not occur via a decrease in team mindfulness.\u0000\u0000\u0000Practical implications\u0000While it may not always be possible to prevent the development of an abusive supervision climate in workplaces, other interventions may prevent conflict in teams with abusive leaders. As indicated by the findings, task conflict and process conflict may be reduced if teams are high on mindfulness. Interventions that stimulate team mindfulness might thus improve collaboration in teams with abusive leaders.\u0000\u0000\u0000Originality/value\u0000This research offers novel insights regarding how abusive leaders might instigate conflict within teams. Specifically, through the unique perspective of mindfulness, the authors are able to offer new insights into how abusive supervision climate affects task, process and relationship conflict. This study offers a novel, yet important, lens to examine how conflict occurs in teams.\u0000","PeriodicalId":47382,"journal":{"name":"International Journal of Conflict Management","volume":" ","pages":""},"PeriodicalIF":3.3,"publicationDate":"2023-08-11","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"43092689","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 1
An investigation of the relationship between subordinate–manager conflict and job satisfaction in a cross-cultural context: An affective events theory approach 跨文化背景下下属与管理者冲突与工作满意度关系的研究:情感事件理论方法
3区 管理学
International Journal of Conflict Management Pub Date : 2023-08-11 DOI: 10.1108/ijcma-11-2022-0198
Burcu Aydin Küçük, Hizir Konuk
{"title":"An investigation of the relationship between subordinate–manager conflict and job satisfaction in a cross-cultural context: An affective events theory approach","authors":"Burcu Aydin Küçük, Hizir Konuk","doi":"10.1108/ijcma-11-2022-0198","DOIUrl":"https://doi.org/10.1108/ijcma-11-2022-0198","url":null,"abstract":"Purpose This study aims to reveal the association between task conflict and job satisfaction with the mediating role of incivility and the moderating role of self-esteem. In addition, the data collected from the UK and Turkey were analyzed separately, and the aim was to contribute to the literature in this field by analyzing the research model in a cultural context. Design/methodology/approach This research focuses on the relationship between managers and subordinates in organizations. In this study, a survey method was applied to 708 subordinates, both UK and Turkish citizens, working in nine different industries. The obtained data were first analyzed in combination; then, the data of both countries were analyzed separately, and the effect of cultural differences on the research model was investigated.> Findings According to the results obtained, the relationship between task conflict and job satisfaction is negative, and subordinates’ perceptions of incivility play a mediating role in this relationship. In addition, subordinates’ self-esteem level has a moderating role in the effect of task conflict on job satisfaction through incivility. However, there is no evidence of an effect of culture on this model. Originality/value This study contributes to the literature by presenting new evidence on the antecedents of job satisfaction. In addition, it is one of the pioneering studies that provides evidence of the impact of the perceptions and personal characteristics of disputants in a task conflict on task conflict outcomes. Furthermore, this study contributes to the limited cross-cultural studies in the conflict and job satisfaction literature.","PeriodicalId":47382,"journal":{"name":"International Journal of Conflict Management","volume":"6 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2023-08-11","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"135396777","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 0
The overlap between workplace bullying and organizational dissent in New Zealand 新西兰职场欺凌和组织异议之间的重叠
IF 3.3 3区 管理学
International Journal of Conflict Management Pub Date : 2023-08-07 DOI: 10.1108/ijcma-03-2023-0037
B. Tootell, S. Croucher, J. Cullinane, S. Kelly, D. Ashwell
{"title":"The overlap between workplace bullying and organizational dissent in New Zealand","authors":"B. Tootell, S. Croucher, J. Cullinane, S. Kelly, D. Ashwell","doi":"10.1108/ijcma-03-2023-0037","DOIUrl":"https://doi.org/10.1108/ijcma-03-2023-0037","url":null,"abstract":"\u0000Purpose\u0000This study aims to examine the extent to which organizational dissent predicts perception of workplace bullying. As previous studies have reported inconsistent and sometimes contradictory results regarding the interaction between the reporting of bullying and demographic variables, these variables are examined in the New Zealand context. Organizational communication research provides considerable insight into the ways individuals make sense of and resist workplace bullying through juxtaposition with the concepts of dissent and intragroup conflict.\u0000\u0000\u0000Design/methodology/approach\u0000A nationally representative sample of managers in New Zealand (n = 239) was conducted. Surveys included demographic questions and the following measures: Organizational Dissent Scale and Negative Acts Questionnaire Revised Scale.\u0000\u0000\u0000Findings\u0000Key results and indications for further research are highlighted by the third model in this study. First, workers who reported they engaged in either articulated dissent or latent dissent were more likely to perceive workplace bullying. Second, workers who are more likely to express contrary opinions in the workplace are more likely to recognize, acknowledge and tolerate less positive interactions in the workplace such as bullying.\u0000\u0000\u0000Originality/value\u0000To the best of the authors’ knowledge, this study is the first to analyze dissent and bullying in the New Zealand context. Second, this research raises the question of whether there is a conflation of work-related bullying behaviors and bad leadership styles that may not be targeted (e.g. authoritative leadership and micromanaging). Finally, communication research provides a distinctive contribution by exploring the narrative form of worker responses to perceived bullying. In this manuscript, the authors examine potential predictors on the perception of workplace bullying in the context of New Zealand, particularly focus on the relationship between dissent and the perception of workplace bullying.\u0000","PeriodicalId":47382,"journal":{"name":"International Journal of Conflict Management","volume":" ","pages":""},"PeriodicalIF":3.3,"publicationDate":"2023-08-07","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"43999282","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 0
Strategic adaptability in negotiation: a framework to distinguish strategic adaptable behaviors 谈判中的战略适应性:一个区分战略适应性行为的框架
IF 3.3 3区 管理学
International Journal of Conflict Management Pub Date : 2023-08-01 DOI: 10.1108/ijcma-02-2023-0028
Henrike Heunis, N. Pulles, E. Giebels, B. Kollöffel, A. Sigurdardottir
{"title":"Strategic adaptability in negotiation: a framework to distinguish strategic adaptable behaviors","authors":"Henrike Heunis, N. Pulles, E. Giebels, B. Kollöffel, A. Sigurdardottir","doi":"10.1108/ijcma-02-2023-0028","DOIUrl":"https://doi.org/10.1108/ijcma-02-2023-0028","url":null,"abstract":"\u0000Purpose\u0000This study aims to propose and evaluate a novel framework of strategic adaptability in dyadic negotiations. The authors define strategic adaptability as a reaction to a cue that leads to shifts between integrative and distributive strategies. Based on the literature on turning points, phase models and strategic negotiations, the authors developed an initial framework identifying five distinct strategic adaptations.\u0000\u0000\u0000Design/methodology/approach\u0000To verify the framework, the authors analyzed two negotiation simulations with a diverse set of negotiation students. Negotiations were content-coded, and adaptations were labeled.\u0000\u0000\u0000Findings\u0000The authors found a consistent pattern across two studies. Overall, 12% (study 1) and 18% (study 2) of all speaking turns were identified as strategic adaptations. The findings empirically confirmed four of their strategic adaptation types: adapt to deadlock, follow adaptation by opponent, adapt to priority of issue under discussion and adapt to new information on issue. Moreover, findings of this study revealed two new types of strategic adaptability: delayed adaptation to opponent and adapt to understand opponent. Study 2 additionally revealed that strategies vary with the negotiation phase, and negotiation outcome seems to benefit more from the constellation rather than the frequency of adaptations. Furthermore, lower-scoring negotiators tended to adapt to the opponent’s strategy instead of initiating a change in strategy.\u0000\u0000\u0000Originality/value\u0000The findings of this study provide preliminary insights into how strategic adaptations unfold. These findings present future research opportunities to further test the framework's robustness, increase the knowledge of individual and cultural factors, explore the relationship with negotiation outcomes and develop educational interventions to enhance strategic adaptability.\u0000","PeriodicalId":47382,"journal":{"name":"International Journal of Conflict Management","volume":" ","pages":""},"PeriodicalIF":3.3,"publicationDate":"2023-08-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"45531174","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 0
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