College of Behavioral & Social Sciences
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The collections in this community comprise faculty research works, as well as graduate theses and dissertations..
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Item Racial Differences in the Propensity to Negotiate(2015) Crosby, Brandon John Richburg; Gelfand, Michele J; Psychology; Digital Repository at the University of Maryland; University of Maryland (College Park, Md.)This research set out to examine the potential impact of race on the willingness to negotiate in the workplace. Drawing on previous research on gender influences on the willingness to negotiate and research on race and workplace discrimination, it was predicted that Black employees would be less willing to negotiate as compared to Whites, yet that this relationship would be moderated by a positive climate for diversity. Findings from interview data and a survey with employed participants showed that Black participants were less likely to negotiate on various topics such as promotions, bonuses and stock options. The ambiguity of these topics as well as climate for diversity were investigated further in a lab experiment designed to manipulate organizational factors that could impact one’s willingness to negotiate. The manipulation for the ambiguous condition, climate for diversity nor the race of the participant impacted negotiation rates. Theoretical and practical implications are discussed.Item A Biosocial Approach to Negotiation(2011) Severance, Laura; Gelfand, Michele J.; Psychology; Digital Repository at the University of Maryland; University of Maryland (College Park, Md.)The current study advances a biosocial model of negotiation, in which the effects of estradiol and opponent gender on competitive behavior are examined. Sixty-four female participants engaged in a computer-mediated negotiation simulation and completed measures assessing psychological distance, negotiation goals, opponent perceptions, and self-presentation concerns. Results demonstrated that psychological distance, estradiol, and opponent gender interact to predict competitive and conciliatory negotiation behavior. This study carries substantial implications for conflict management theory and practice as it illustrates the joint influence of biological and social situational factors on negotiation behavior.Item Ten Years of Dealing with Kim Jong Il: Can Negotiations Ensure Conflict Resolution?(2006-08-07) Grzelczyk, Virginie; Schreurs, Miranda; Government and Politics; Digital Repository at the University of Maryland; University of Maryland (College Park, Md.)This study investigates the tumultuous negotiation relationship between the Democratic People's Republic of Korea and the United States, from Kim Jong Il's accession to power in 1994 to the historic but short-lived September 19, 2005 agreement. The purpose of this work is to gain understanding regarding North Korea's negotiation strategies, in order to bring contributions to the literature on negotiation, rogue states, and Northeast Asia. The literature lacks a clear understanding of how North Korea has been operating since 1994, at which time Kim Il Sung passed away and power was assumed by his son, Kim Jong Il. Gaining a clear understanding of what has happened under the Kim Jong Il Administration leads to the construction of a comprehensive analysis of all the different bilateral and multilateral negotiation episodes that have occurred between the United States and North Korea from 1994 to 2005. Those episodes range from such diverse issues as two weeks of bilateral talks to free an American pilot who crashed by accident on North Korea territory in December 1994 to years of nuclear talks). This research is qualitative in nature and based on archival and media resources, as well as interviews conducted with those who served under several different administrations in the United States and in Korea, Japan, and China, as well as scholars, politicians and negotiators. The study concludes that there is a distinctive North Korean negotiation strategy, but that this strategy is increasing in complexity and is highly dependent on the United States' position in the world. North Korea is also revealed as a strategic, non-random player that will only rarely compromise on its red line.