Who is cooperative in negotiations? The impact of political skill on cooperation, reputation and outcomes
Who is cooperative in negotiations? The impact of political skill on cooperation, reputation and outcomes
复制标题
谁在谈判中合作？
DOI：
10.1108/ijcma-11-2022-0197
复制
发表时间：
2023
影响因子：
3.3
通讯作者：
Mehran Bahmani
中科院分区：
文献类型：
--
作者：
K. Tasa;Mehran Bahmani
目的
本研究旨在透过个体差异的透镜来预测谈判中的合作。具体而言，本文探讨了如何社会能力变量称为“政治技能”涉及到合作和随后的影响，谈判过程中，结果和谈判者的声誉。作者展示了如何政治技能适合在不断发展的文献中侧重于谈判中的个体差异比较政治技能，以广泛的其他个体差异的措施。
设计/方法/方式
本研究通过在研究生水平的谈判课程开始时评估个体差异措施，并在几个月内跟踪谈判行为和结果来进行。选择这种方法是为了最大限度地减少短期、有时限的互动掩盖现有关系的可能性。它还允许作者包括多个谈判互动，这需要一个更广泛的角度来看谈判的表现，并评估谈判者的声誉，让它随着时间的推移出现。
结果
本研究结果显示，政治技巧，自我评价在本研究开始时，是显着相关的谈判者的整体使用合作行为的评价同行。政治技巧也显示出与合作的声誉和谈判的总体结果有着重要的关系。这些结果控制了其他个体差异的措施，如人格，内隐谈判信念，社会价值取向和谈判自我效能。
独创性/价值
使用的方法，允许个人差异的影响，随着时间的推移，实现本研究实证建立政治技能和谈判声誉，过程和结果之间的联系。本研究的方法论贡献在于探讨了自评个体差异变量、同伴评价合作行为和目标编码谈判结果在评估谈判政治技能中的关系。
Purpose
The purpose of this study is to predict cooperation in negotiation through the lens of individual differences. Specifically, this paper examines how a social competence variable called “political skill” relates to cooperation and subsequent effects on negotiation process, outcomes and negotiator reputation. The authors demonstrate how political skill fits in the evolving literature focusing on individual differences in negotiation by comparing political skill to a wide range of other individual difference measures.
Design/methodology/approach
This study was conducted by assessing individual difference measures at the beginning of graduate-level negotiation courses and tracking negotiation behaviors and outcomes over several months. This approach was chosen to minimize the potential for short, time-limited interactions to mask existing relationships. It also allowed the authors to include multiple negotiation interactions, which takes a broader view of negotiation performance, and assess negotiator reputation by allowing it to emerge over time.
Findings
The results of this study show that political skill, self-rated at the beginning of this study, is significantly related to a negotiator’s overall use of cooperative behavior as rated by peers. Political skill also showed a significant relationship with reputation for cooperativeness and aggregate outcomes in negotiations. These results control for other individual difference measures such as personality, implicit negotiation beliefs, social value orientation and negotiation self-efficacy.
Originality/value
Using a method that allows the effects of an individual difference to materialize over time, this study empirically establishes the connection between political skill and negotiation reputation, process and outcomes. The methodological contributions of this study explore the relations between self-rated individual difference variables, peer-rated cooperative behaviors and objective coded negotiation outcomes in evaluating political skill in negotiation.