Psychology
Permanent URI for this communityhttp://hdl.handle.net/1903/2270
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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.