How face threat sensitivity affects proactive negotiation behavior
| Autor: | Jeff Schatten, Edward W. Miles, Elizabeth F. Chapman |
|---|---|
| Rok vydání: | 2020 |
| Předmět: |
Organizational Behavior and Human Resource Management
Strategy and Management media_common.quotation_subject 05 social sciences Multilevel model Face (sociological concept) Face negotiation theory 050109 social psychology Role theory Education Test (assessment) Negotiation 0502 economics and business 0501 psychology and cognitive sciences Business and International Management Psychology Association (psychology) Social psychology 050203 business & management media_common |
| Zdroj: | Organization Management Journal. 17:2-14 |
| ISSN: | 1541-6518 |
| DOI: | 10.1108/omj-05-2019-0725 |
| Popis: | Purpose Face threat sensitivity (FTS) has been found to influence objective negotiated outcomes when the threat to face is activated. The purpose of this study is to extend that research by testing whether FTS – which is defined as a propensity to act – is associated with the outcomes of negotiators when the threat has not been specifically activated. Face theory specifies that face threats can cause individuals to take proactive steps to avoid threats before they might occur. Design/methodology/approach Drawing on face theory and social role theory, the authors conduct a negotiation experiment and use hierarchical regression to test hypotheses concerning the relationship between FTS for sellers and buyers on negotiated outcomes in both distributive and integrative negotiations. The authors also use moderated regression to test if gender moderates the relationship between buyer and seller FTS and negotiation outcomes. Findings Results show that, when the threat is not activated, high FTS buyers pay more than low FTS buyers. Consistent with face theory and social role theory, this effect is moderated by gender, with the association being stronger for women buyers than for men buyers. Originality/value This paper exhibits that FTS can influence negotiator behavior even when FTS is not activated. This is valuable to negotiation scholars and practitioners who are interested in the role that individual characteristics play in negotiation behavior. |
| Databáze: | OpenAIRE |
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